InsightSquared

MAY 7, 2019

One of the key ones is the average length of sales cycles for your company’s products and services. Getting the systems right to accurately track and evaluate sales cycles is an important management function. The Key Metric: Average Sales Cycle. Defining the Start of the Sales Cycle.

Peer-to-peer 256

Peer-to-peer Sales Cycle Product Advertising Benchmark 256

Zoominfo

FEBRUARY 15, 2023

Broad economic and societal shifts — amplified by the COVID-19 pandemic and continued technological disruption — are resulting in longer sales cycles, more discerning buyers, intensifying competition, and lingering uncertainty. ZoomInfo’s world-class platform is helping sales teams navigate today’s markets.

Zoominfo 130

Zoominfo Customer Surveys Marketing Analytics Tools Sales Cycle 130

Hubspot

DECEMBER 5, 2023

As we enter the age of AI, one thing is for sure - the relationship between sales pros and their prospects will never be the same. When I surveyed 1,477 global sales professionals to determine the top trends and challenges that teams were facing , one key finding became apparent.

Sales Cycle 71

Sales Cycle Customer Surveys Consulting Trends 71

KoMarketing Associates

JANUARY 19, 2022

Choosing the right stack of MarTech solutions can be a difficult task for B2B marketers, especially for those working in cybersecurity, who may have a more complicated sales cycle, changing regulations, and other obstacles. Phoebe Fasulo, Director of Digital Marketing & Web Strategy at AlphaSense. LinkedIn, Twitter.

Work Management 248

Work Management Marketing Management Marketing Automation Services B2B Marketing 248

Binary Demand

FEBRUARY 23, 2024

[ps2id id=’Introduction’ target=”/]Based on a recent HubSpot report, 35% of surveyed marketers prioritized B2B demand generation activities in 2022, indicating a noticeable shift from tactical demand generation to a more strategic approach in the current and future of B2B demand generation marketing.

Demand Generation Agencies 52

Demand Generation Agencies Demand Generation Demand Account Based Marketing 52

Act-On

APRIL 10, 2024

Busy sales reps aren’t going to prioritize marketing-”qualified” leads if you’re actually sending them marketing-”questionable” leads. With lead scoring, the sales team can have confidence that marketing is handing over leads who are relevant and ready for a conversation.

Lead Ranking 164

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 164

The Point

OCTOBER 25, 2018

The analysts at Demand Gen Report just published their “ 2018 Lead Nurturing & Acceleration Survey Report ” and one conclusion is no surprise: many B2B companies are still really bad at lead nurturing. Curiously, the survey also documented the percentage of leads that companies reported as being “returned for nurturing.”

Lead Nurturing 178

Lead Nurturing Marketing Report Lead Scoring Lead Ranking 178

Zoominfo

APRIL 20, 2022

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. In 2015, they found that 70% of B2B marketing organizations reported the amount of pipeline they sourced as a KPI.

Multi-Touch Attribution 130

Multi-Touch Attribution Zoominfo Account Based Marketing Lead Ranking 130

Tiecas

MARCH 15, 2024

According to the findings from the Manufacturing Content Marketing—Insights for 2023, published by the Content Marketing Institute, 68% of manufacturing marketers surveyed said they either don’t have one or it is not documented. You are not alone if you don’t have a documented strategy or roadmap.

Advertising Agencies 92

Advertising Agencies Marketing Agencies 1 Paid Search Agency Ad Agencies 92

Zoominfo

AUGUST 1, 2023

Press reports , in fact, indicate that employees at Google were so worried about rushing an AI chatbot into public hands that they warned the app was “a pathological liar” and “worse than useless.” Next steps for ZoomInfo include baking generative AI call analysis into sales-call coaching.

Marketing Analytics Tools 130

Marketing Analytics Tools Generation Zoominfo B2B 130

Madison Logic

MARCH 21, 2024

With the support of its dedicated employees, Madison Logic continues to lead the way in empowering B2B marketers to identify the accounts most likely to purchase, accelerate the customer journey, and shorten sales cycles to positively impact ROI.

Account Based Marketing 52

Account Based Marketing Multi-Channel ABM Sales Cycle 52

Seismic

NOVEMBER 2, 2023

As the global leader in enablement, we’re committed to shaping the role of AI in sales enablement and helping our customers leverage AI now and in the future. The State of AI in Enablement: 2023 Report found that respondents are embracing the infusion of AI into their existing enablement tools and programs. France, and Germany.

Marketing Analytics Tools 87

Marketing Analytics Tools Allocation Work Management Customer Satisfaction 87

KoMarketing Associates

AUGUST 18, 2021

DemandGen recently published its “B2B Buyers Survey Report,” and statistics showed that for the majority of B2B buyers (38%), their purchase timeline has stayed the same. However, 34% claimed that it has “increased somewhat,” while 21% say that it has “increased significantly.”

Buying Cycle 291

Buying Cycle Customer Surveys B2B Marketing Buy 291

Sword and the Script | B2B

AUGUST 15, 2023

For the better part of 10 years , studies have shown that buyers have all but made a decision by the time they talk to sales. This has taken a long and complex sales cycle in B2B – and made even longer and involves more decision makers. Observation 1: Pricing comes up first on two separate questions in this survey.

Marketing Management 75

Marketing Management Vendors Studies Top of Funnel 75

Metadata

SEPTEMBER 29, 2022

Although marketing budgets have recovered slightly since bottoming out during the pandemic, many B2B marketing teams are still treading water as sales cycles slow, buyers put their projects on hold, and leadership teams go into fight-or-flight mode. Even better, take your average sales cycle and multiply it by two.

Cost per Lead 98

Cost per Lead Ideal Customer Profiles Budget Programs CPL 98

Top Rank Marketing

SEPTEMBER 4, 2023

1 — Budgets are tightening, but expectations are up According to over 400 North American and European CMOs surveyed in the latest marketing budget report from Gartner , marketing budgets have still yet to recover from the COVID pandemic. Gains reported by CMOs surveyed in the 2022 Gartner report have slipped from 9.5%

Enterprise Management 83

Enterprise Management Work Management Marketing Management B2B Marketing 83

The Point

FEBRUARY 18, 2020

Almost 5 years ago, our agency conducted a survey to determine whether B2B companies were getting maximum value from their investment in marketing automation. Not in the least, according to a recent UK survey , which reported, amongst other findings, that just 2% of B2B marketers use marketing automation to its full capacity.

Marketing Automation Services 147

Marketing Automation Services Marketing Management Marketing Automation Automation 147

Walker Sands

MAY 18, 2023

In fact, according to Integrate’s 2023 State of B2B Marketing survey , 22% of B2B marketers plan on cutting Demand Gen spend in 2023, while 25% plan on cutting ABM spend. It’s a great way to generate lead volume quickly while allowing you to quickly negate any non-sales qualified criteria. Utilize LinkedIn Lead Gen.

Budget Programs 119

Budget Programs Demand Multi-Touch Attribution CPL 119

B2B Marketing Directions

NOVEMBER 22, 2020

The 2021 B2B Buying Disconnect report provides a wealth of valuable insights regarding the sale and purchase of business technology solutions. The report is based on two surveys that were fielded in September of this year. More than 75% of the respondents in both surveys were based in the United States.

Work Management 64

Work Management Marketing Management Buy Research 64

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. Company news and industry SIC codes tied for third.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Madison Logic

SEPTEMBER 12, 2023

The Best Workplaces in Advertising & Marketing list is based on an analysis of survey responses from over 10,000 employees from Great Place To Work Certified™ companies in the advertising and marketing industry. In that survey, 91% of Madison Logic employees named it a great place to work, compared to 57% of employees at a typical U.S.

Advertising Agencies 52

Advertising Agencies Account Based Marketing Advertisements Advertising 52

Sword and the Script | B2B

JULY 12, 2022

Both sales and marketing cite a “lack of willingness to collaborate” and say “communication” is the top barrier to correcting the problem. A survey of 329 B2B sales and marketing professionals commissioned by SharpSpring and conducted by Ascend2 does well to identify the problem of sales and marketing alignment.

B2B Sales 64

B2B Sales B2B Marketing B2B Barriers 64

Seismic

MAY 18, 2021

But how do you actually go about evaluating sales enablement ROI? In the Seismic Annual Sales Enablement Benchmark Report (2021) , we found that the answer isn’t always easy. Just 68% of all the companies surveyed expressed confidence in the data they use to track the effectiveness of their sales enablement efforts. .

ROI 72

ROI Marketing Analytics Tools Sales Cycle Advertising Benchmark 72

PathFactory

MAY 5, 2021

PathFactory recently partnered with Insent, 6Sense, Heinz Marketing and MarketingProfs to survey over 500 B2B marketing teams catering to mid-market or enterprise customers. The result is the industry’s first-ever report on the State of B2B Buyer Enablement, which is available here for free. So how do we get started?

Marketing Report 134

Marketing Report Top of Funnel B2B Marketing Enterprise Management 134

Zoominfo

SEPTEMBER 29, 2022

A 2021 survey from the Pragmatic Institute found that among product professionals, uncovering new market opportunities isn’t happening nearly enough. In the survey, 39% reported zero hours interviewing current customers, and 69% spent zero hours interviewing prospects. Major customers want to see ambition.

Product 130

Product Zoominfo Enterprise Management Cold Calling 130

Sword and the Script | B2B

JUNE 27, 2023

A survey by the sales consultancy The Bridge Group found SDRs in B2B average 104 outreach activities leading to 3.6 A survey report produced this year by the sales consulting firm The Bridge Group provides good context for doing so. The company has conducted this survey every year since 2007.

Statistics 54

Statistics Ideal Customer Profiles B2B Marketing B2B 54

Zoominfo

NOVEMBER 22, 2019

I recommend sending out a three-question survey: How did you find us? Focus your account-based marketing plan around the products with the fastest sales cycles! Do you need to close big sales? The key to any account-based approach is building a solid sales lead pipeline. Where do you get your industry information?

Account Based Marketing 218

Account Based Marketing Segmentation Ideal Customer Profiles Work Management 218

Martech

JULY 18, 2022

Automating ABM data, analytics, campaigns and workflow processes can provide numerous benefits, including the following: Improved sales and marketing alignment. A successful ABM strategy requires marketing and sales organizations to work together to identify key accounts to target. Shortened sales cycles. What it is.

Enterprise Management 108

Enterprise Management Account Based Marketing Work Management Marketing Management 108

Salesforce Marketing Cloud

MARCH 4, 2023

You can also use this dashboard to quickly spot an underperforming pipeline at the beginning of the sales cycle. Monitoring forecasts can help you uncover flaws early in the sales process and identify risk. The Sales Rep’s dashboard in Salesforce Sales Cloud 7. Do you need to bust out a promotional campaign?

Examples 98

Examples Forecasting Eye-Tracking Sales Cycle 98

Salesforce Marketing Cloud

FEBRUARY 16, 2024

About 69% of sales professionals say selling is more difficult now than in previous years, according to Salesforce’s State of Sales report. To keep your sales team motivated when things are tough, you need to reward them for their victories. Learn more What is sales commission? The pressure is on.

Marketing Budget 104

Marketing Budget Examples Practices Best Practices 104

Martech

MARCH 2, 2023

And although marketing budgets, as a share of revenue, rebounded last year to more than 9%, according to the 2022 Gartner CMO Spend and Strategy Survey , they are still lower than they were in 2020, forcing CMOs to achieve more with less. Imagine a product or service with a six-month sales cycle.

Marketing Mix 115

Marketing Mix Marketing Attribution Lead Ranking Planning 115

Zoominfo

MAY 3, 2020

A time-decay model is useful for longer sales cycles—where the most recent touchpoints tend to be the most influential in the conversion process. This is especially helpful in the B2B world, where sales cycles tend to be longer than B2C sales cycles. What do these results mean?

Marketing Attribution 130

Marketing Attribution Multi-Touch Attribution Paid Content Sales Management 130

Martech

OCTOBER 12, 2021

One key insight from the MarTech Replacement Survey was that the pandemic affected how teams staffed up to manage these new technologies. When asked whether new staff were hired in conjunction with the replacement, no fewer than 43% of the respondents in the 2019 survey reported hiring a new team. Only 18% hired a new team.

Work Management 109

Work Management Marketing Management B2B Paid Search Agency 109

Madison Logic

APRIL 11, 2023

Today’s leading B2B marketers rely on Madison Logic and its team to identify the accounts most likely to purchase, accelerate the customer journey, and shorten sales cycles to positively impact ROI. “Now, more than ever, marketers need smarter strategies to shorten the sales cycle and drive higher conversion.

Account Based Marketing 52

Account Based Marketing Multi-Channel Peer-to-peer Best Practices 52

Sword and the Script | B2B

JULY 18, 2023

There’s been no shortage of surveys and stats in B2B marketing; here’s a look at some of the more interesting ones from the first six months of 2023 Apart from this blog, I produce a separate monthly email newsletter that curates articles and blog posts across marketing communications. Sale cycles have grown “from 4.9

Planning 52

Planning Statistics B2B Marketing Top of Funnel 52

Sprout Social

JULY 19, 2023

According to Sprout Social’s Q2 2023 Pulse Survey, static images and short-form video reign supreme over other social content. Our survey also revealed marketers are prioritizing short-form vertical video across TikTok (60%), Instagram (53%) and YouTube Shorts (52%). Leverage native YouTube analytics to help you analyze your tests.

Conversion Rate 90

Conversion Rate Video Marketing Top of Funnel Webinar Metrics 90

Sprout Social

MAY 18, 2022

Sprout’s employee advocacy software Bambu offers reports like this and much more. One study on B2B buyer content preferences found that 71% of survey respondents used LinkedIn to share business-related content. The conversations you start on social media may lead to conversions later in the sales cycle.

B2B Thought Leadership 138

B2B Thought Leadership CTR Peer-to-peer Thought Leadership 138