“Often companies experience failure due to misaligned goals in the following two key areas: 1) Misalignment between customer/client expectations and internal expectations; and 2) Misalignment between the sales organization and the operating side of the business,” according to this Forbes article. I have experience with companies that suffered in both these key areas. I would
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5 Tips for Accelerating B2B Sales Cycles
“The average sales cycle length has increased 22% over the past five years due to more decision makers involved in the B2B buying process”, according to SiriusDecisions. With most B2B sales cycles taking three to more than 10 months to close, sales and marketing teams need to find ways to accelerate the sales process. Here
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79% of Marketing Leads Never Convert Into Sales
“79% of marketing leads never convert into sales,” per a study by MarketingSherpa. Less than a quarter of your hard-earned leads actually create sales opportunities. MarketingShaerpa also stated, “61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified.” Hmm, do you think that frustrates the sales
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B2B Selling as a Trusted Adviser
“59% of buyers prefer to do research online instead of interacting with a sales rep because the rep pushes a sales agenda rather than helps solve a problem,” according to a Forrester study. Speaking specifically about complex sales, a recent study by Forrester suggested, “B2B marketing and sales leaders must plan for buyers who require
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Top B2B Google Ranking Factors to Increase Website Traffic
If you care about increasing organic traffic (via SEO) to your B2B company website through Google, then you should pay attention to SEMRush’s updated ranking factors report. Some interesting takeaways… (1) The top factor is direct website visits. This clearly plays towards the importance of building awareness for your brand and with offline marketing driving
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Becoming Buyer First for Business Growth
“76% of marketers feel they know what their customers want yet only 34% have asked customers.” [briansolis.com] What about you – have you spent some time talking with your customers? Not about how satisfied are they with your solution. That’s good but it’s not powerful. No – have you asked the individuals of the buying
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Become Your Buyers Expert Advisor
A majority of B2B buyers purchase a product or service, like yours, maybe once a year. It could be more frequent or even less. However, your company is probably selling hundreds to thousands of your products or services in the same time frame to many, many buyers. Who better understands the “ins and outs” of
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Is Sales Reaching the Entire Buying Group?
80% of buying decisions involve a VP at some stage, but only 10% of CRM opportunities include an engaged VP [source: CORPORATE VISIONS]. Is your B2B sales team considering and, even further, connecting with all of the influencers and decision makers (the buying group) within your prospects’ organizations? Unfortunately, it’s common that key influencers are
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No Response to Cold Outreach?
90% of buyers say they never respond to cold outreach (Harvard Business Review via IDG post.) Take this stat with “grain of salt” but don’t outright dismiss it. I think the success rate of cold outreach may vary by market among other variables. Plus how do you define “cold”? If you are an entirely new startup
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Customer-Centric Companies are 60% More Profitable
63% of CEOs see rallying their organizations around the customer as one of the top three investment priorities this year, according to PWC. And it makes why. “Customer-centric companies are 60% more profitable compared to companies that are not focused on the customer,” (source: eConsultancy.com.) Today’s modern buyer carries more power than ever before. The
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