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 ...

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, ...

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 ...

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 ...

We have been pondering new ways to express the importance of aligning the premium content on your website with your B2B sales process. Recently, we discovered the included infographic that does a very ...

In other words, what the customer wants and what the company can do are often two incredibly different things. Buyers love endlessly customizable products and options, but salespeople often balk at ...

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 ...