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B2B Sales Cycles are Getting Longer, Study Says

Sword and the Script | B2B

68% of B2B professionals surveyed say it takes longer to complete B2B sales cycles compared to a year ago They say recessions don’t start trends – they accelerate those that are already in motion. The publication surveyed 212 B2B professionals and found 68% say the B2B sales cycle has increased compared to a year ago.

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B2B Marketing & Sales Insights from Lori Wizdo of Forrester Research

ViewPoint

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

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Forrester thinks Content Marketing Isn’t Working – They’re Half Right

The Point

Over at Forrester Research, Vice President Laura Ramos recently talked to Advertising Age (“ Marketers Still Struggling to Get Results from Content Marketing “) about what she perceives as a general lack of return from the investment so many companies are making in content marketing. 14% responded “very effectively”.

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Does your organization struggle with follow-through? Reimagine your sales cycle steps to Seek to Serve™

Mereo

What is the last step of your sales cycle? Most B2B sales organizations will consider the job complete at the contract signature. Yet, if the true goal of sales is to Seek to Serve a buyer, the sales cycle is not over until the value promised is actually the value delivered. All seems to be in order here.

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Marketing KPIs are changing. Here’s why.

Zoominfo

A more nuanced understanding of marketing’s effect on the sales cycles, a better case for increased budgets, and another step forward in the age-old struggle for better sales and marketing alignment. Data from Forrester Research shows how rapidly marketing metrics are changing. The result?

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How to Calculate Total Addressable Market and Perform TAM Analysis

Zoominfo

A survey by an online magazine Kitchn showed that 97% of grocery shoppers use a list. So why is it that so many companies shop for new customers as if they are combing every inch of the grocery store – hoping things will magically jump off the shelf and into their carts? Where are those companies located? Bigger budgets?

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Improve Close Rates with a More Personal, Differentiated Sales Conversation That Stops Sales Drops

Marketing Insider Group

I learned that the firm: Experiences 12 to 18-month sales cycle on enterprise accounts with most efforts leading to RFP automatically reducing margin growth. They could not clearly see the impact you’d have on the company, P&L, operations, and their customers. If manufacturers, retailers, distributors, etc.