“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
Read More“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
Read More“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
Read MoreIf 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
Read More“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
Read MoreA 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
Read More80% 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
Read More90% 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
Read More63% 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
Read More“80% of organizations believed they delivered a “superior experience” to their customers; however, only 8% of customers felt the same way.” This frightening seller/buyer perception gap was uncovered by Bain which it described as the “delivery gap.” Further revealing, “almost 65% of prospective B2B buyers walk away after multiple touch-points with a company frustrated by inconsistent
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