That's a good point, and the magnitude of the impact of speeding up sales cycles can be really surprising if you haven't done the math. We wrote a blog post about this last year with a model in Google Sheets that you can customize for your business, but the TLDR was that while holding everything else constant, moving the sales cycle from 4 month to 3 increases ARR by 46%. That's with the same starting capital.

Full blog post and math here: https://commonpaper.com/blog/impact-of-accelerating-sales-cy...