Sword and the Script | B2B
SEPTEMBER 24, 2020
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.
Content Standard
OCTOBER 6, 2014
On April 14, 2014, Forrester Research put out the Power of Customer Context report, which highlights a shift in marketing from campaigns and transactions toward one-to-one interactions and value exchanges with consumers. These teams, on average, target four different audiences, the report notes. Share your thoughts in the comments below.
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The ROI Guy
NOVEMBER 4, 2010
As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. Can sales be made relevant and valuable again in these key stages of the buying cycle? IDC: Economic Buyers, Digital Overload and Sales E. The Forgotten Sales Profess.
Sword and the Script | B2B
DECEMBER 28, 2022
Deals in B2B are increasingly complicated and more likely to be scrutinized by top executives and the finance department, according to an analysis of several studies by Forrester. The Forrester survey data breaks it down into an average of 15 digital interactions and 12 human interactions. Case in point?
Sword and the Script | B2B
JULY 19, 2022
Deals in B2B are increasingly complicated and more likely to be scrutinized by top executives and the finance department, according to an analysis of several studies by Forrester. The Forrester survey data breaks it down into an average of 15 digital interactions and 12 human interactions. Case in point?
Sales Engine
AUGUST 23, 2016
The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.
Sales Engine
OCTOBER 8, 2015
The world has changed, and the internet is now crushing a sales rep’s ability to generate their own leads. Intuitively, you probably know this, but because people are doing their own research about products and solutions to their problems, they don’t have to talk to sales person until they are ready to engage.
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