We have been pondering new ways to express the importance of aligning the premium content on your website with your B2B sales process. Recently, we discovered the included infographic that does a very ...

It’s been a dramatic last 10 years for B2B sales teams. What worked a decade ago now makes modern buyers run for the hills. B2B sales cycles have changed. Salespeople and buyers have a new ...

No matter what industry you’re in, I’m willing to bet there’s a lot of competition. As you struggle to stand out in a sea of businesses, consider that an evidence-based sales process could be the ...

As more people weigh in on buying decisions, the B2B sales cycle continues to grow into a prolonged process. Demand Gen Report’s 2014 B2B Buyer Survey shows 34% of respondents stated the number of ...

As companies move to build the necessary digital sales channels, they need to make sure they balance technology and process. The pandemic has had a profound impact on the business-to-business (B2B) ...

ZoomInfo reports a generational shift in B2B sales as Millennials prefer digital experiences, rejecting traditional sales ...

Traditionally, big sales have been made with a handshake, not a buy button. Because of this, B2B sales teams have long lacked the incentive to adopt new technologies, such as sales enablement ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. Three out of four B2B companies take four months or longer to close a sale with new ...

After mere minutes, somebody from your sales team reaches out on the phone with a quote. The phone call proves that they’re a qualified lead, and a sale with them is just waiting to close. The ...

B2B salespeople say their biggest challenge early in the sales cycle is personalizing their pitches to individual prospects, according to recent research from Lusha. The report was based on data from ...

According to BrightFunnel, B2B deals were more difficult and took longer to close in 2015 than last year. Compared to 2014, B2B deals in 2015 took 52% more marketing touches and lead-to-revenue sales ...