Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. Three out of four B2B companies take four months or longer to close a sale with new ...

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 ...

B2B brands love to talk up their customer experience. But the volume is often turned down in reality. New research shows that ...

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 ...

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 ...

It seems at least once a week that I talk to a B2B company about how to shrink their sales cycle. Sales executives and CEOs get especially frustrated because their quarterly sales forecasts become ...

It’s never been easy to sell to B2B buyers. Today, however, there are new challenges making it even more difficult. The number of people involved in B2B purchasing is rising, the B2B sales cycle is ...

It should be no surprise that B2B customers take longer to make final purchase decisions than B2C customers. B2B customers must use factual reasoning and in-depth research to find solutions that meet ...

The B2B sales cycle is changing, and among certain buyers it is getting longer by the day. This can be partially attributed to prospects having access to more information than ever before thanks to ...

Appointment-setting streamlines the B2B lead generation process by assigning specific reps to research and nurture prospects before scheduling appointments. In this guide, we'll explore the importance ...

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 ...