How long does it take for B2B tech to close a deal – from first touch to deal-closed?
The average B2B tech buyers required 62.4 touches on average, across of 3.5 different marketing channels – from first touch to deal-closed The average B2B technology buyer required 62.4 touches, across an average of 3.5 different channels, to close a...Read More
AI might get you on the short list, but it still takes people to move forward
Survey of B2B buyers, especially those using gen AI to short list software and tech, suggests that as long as people are buying software, it’s also going to take people to sell it “B2B buyers are changing how they...Read More
Analysts say B2B prospects form preferences earlier and avoid sales conversations later
Forrester survey finds 92% of B2B prospects start evaluation solutions with one vendor in mind; 41% have a single preference; Gartner says 61% B2B buyers want to avoid talking to sales Technology is changing buying behavior, but that’s not the...Read More
B2B tech vendors that hide pricing may never make a prospect’s short list
Generative AI provides succinct product comparisons for B2B buyers, including pricing; vendors who choose to omit pricing information risk never even being considered for the short list A few months back, a session at a conference on generative AI caught...Read More
This report on sales messaging might turn B2B marketing upside down
Data analysis of 97.9 million sales messages sent by email shows talking about ‘pain points’ has an adverse effect on leads – and might set your deals back rather than advance them to the next stage Throughout my career in...Read More
Do marketing budget cuts make B2B sales cycles grow longer?
When stories about budget cuts start trending, it’s only a matter of time before the stories about B2B sales cycles growing longer also emerge Do you know what happens when the B2B marketing budget gets cut? Expectations for results go...Read More
5 ways for B2B marketing to align with finance on brand building
Brand building is increasingly important as B2B prospects come to a decision before ever talking to sales, yet a new report finds 69% of CFOs view brand marketing as a cost center Most searches are zero-click searches. Tracking capabilities of...Read More
5 SDR statistics that can help B2B marketing improve performance
A survey by the sales consultancy The Bridge Group found SDRs in B2B average 104 outreach activities leading to 3.6 “quality conversations” per day; prospects require on average 11.3 attempts in the SDR sequence If you’ve ever filled out a...Read More
B2B Sales Cycles Require 27 Interactions both Digital and Human [Study]
Deals in B2B are increasingly complicated and more likely to be scrutinized by top executives and the finance department “Buyers now exercise more due diligence than ever before, conducting more research and engaging in more conversations with vendors and third...Read More
B2B Sales Cycles Get Longer and Involve More Decision Makers
About half of B2B buyers say the sales cycle has gotten longer for new vendors; one in five say the number of decision-makers involved has grown B2B sales cycles are getting longer – and the process involves more decision-makers. That’s...Read More
