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) ...

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 ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. Three out of four B2B companies take over 100 days to close a sale. This is often because, ...

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 ...

To be able to craft a lucrative B2B sales cycle you need to reduce the complexity in the sales process so you can attract quality leads. Here are five ways you can do just that. In a recent marketing ...

There are twice as many touches in the B2B sales cycle today, and that means marketers must get smarter about how they track and measure every interaction. As Caroline Japic writes on Forbes.com, ...

In a recent marketing charts survey, 46.6% of businesses questioned said that it takes seven months to sell to a new client. That’s a setback to most businesses, to say the least. It’s challenging to ...

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 ...

It's easy for sales teams to focus on small businesses. There are plenty to pitch and they are much less intimidating to approach than large enterprises. Even experienced sales staffs can fall into ...

Throughout the years, generations have led major shifts and changes in how entrepreneurs and business-people alike advertise, market and convert leads. Before Baby Boomers, people born between 1944 – ...

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 ...

Running a B2B business is challenging when your clients are few and your competition is plenty. Only the best are able to achieve those coveted high conversion rates—convincing other companies to make ...