It’s been a dramatic last 10 years for B2B sales teams. What worked a decade ago now makes modern buyers run for the hills. B2B sales cycles have changed. Salespeople and buyers have a new ...

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 four months or longer to close a sale with new ...

Traditionally, big sales have been made with a handshake, not a buy button. Because of this, B2B sales teams have long lacked the incentive to adopt new technologies, such as sales enablement ...

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 ...

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, ...

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 ...

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 ...

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 ...

It seems at least once a week that I talk to a B2B company about how to shrink their sales cycle. Sales executives and CEOs get especially frustrated because their quarterly sales forecasts become ...