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Study: most B2B tech companies lose sales deals they didn’t even know existed

Sword and the Script | B2B

All these years later, a new report by 6sense, penned largely by a former Forrester analyst, has come to the same conclusion: when buyers first contact a seller, they are “69% of the way through a buying cycle.” The study had a range of B2B statistics that ought to resonate with anyone who’s spent time in B2B marketing or sales.

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How to leverage intent and engagement in the buying cycle


“Buyer intent signals are a collection of indicators that tells me whether the account that I am targeting is relevant to my brand or relevant to one of my offerings,” said Hussam AlMukhtar, Senior Director of Strategic Marketing for B2B intelligence platform ZoomInfo, at our recent MarTech conference. Source: Hussam AlMukhtar. “94%


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Boosting B2B Success: The Power of Sales Enablement During Challenging Times

Heinz Marketing

By Karla Sanders , Engagement Manager at Heinz Marketing In the fast-paced world of B2B marketing, businesses often face difficult times characterized by slowing win rates and longer buying cycles. One key strategy that can significantly impact B2B success in such times is sales enablement.

B2B Sales 101
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7 takeaways from a study on B2B thought leadership; why it works or doesn’t

Sword and the Script | B2B

Thought leadership benefits B2B marketing in so many ways – awareness, consideration and even customer retention – but it can have adverse effects when it’s under-resourced and turns out to be light on substance The social media platform LinkedIn and the PR firm Edelman routinely team up to conduct surveys.

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Five Sales Enablement Tactics B2B Marketers Need to Master


Sales enablement significantly drives higher conversion rates and revenue. Nearly 75 percent of organizations using sales enablement tools say it greatly influenced sales growth over the past 12 months. Since it promotes an integrated approach to selling, sales enablement involves both marketing and sales teams.

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Why B2B Buying Cycles Are So Long

B2B Marketing Directions

Since then, the number of people in the average B2B buying group has increased, and buying cycles are getting longer. New research by the Aberdeen Group explains why long buying cycles are still a fact of life for B2B marketing and sales professionals.)

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Use of social networks in B2B marketing (2) The buying cycle!

Exo B2B

I would like to discuss in this post, the importance of social networks in the B2B buying cycle. It’s not enough to be there, but it’s often the central element of a B2B social networking strategy. You must think broader and know why a B2B company should be on social networks and how to be effective there.