In enterprise AI sales, the winners aren’t the teams that move fastest, but the ones that reduce buyer risk most effectively.

Seismic shifts in buying group behavior and business dynamics are causing havoc for frontline B2B marketing teams, which would now benefit greatly from a new strategy called revenue life cycle ...

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, ...

Collecting data is only the first step; the bigger challenge is turning that information into clear, timely decisions that ...

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 ...

Sixty-five per cent of B2B buyers are electing to self-educate by accessing industry and product information through online and mobile channels, before engaging with a salesperson. This trend has ...

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 ...

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 ...

Advisory to B2B sellers: By the time buyers contact you, they are already 70% through the buying journey. They have passed the awareness and consideration stages — a cycle that takes eight months. All ...