Self-Service Buyer Behavior: Are Your Leads Engaging Before You Know It?
The modern B2B buyer has changed from what it used to be. Dramatically. In today’s digital world, buyers don’t wait for a sales call or a cold email to begin their decision-making process. Instead, they dive headfirst into self-service research, evaluating solutions, comparing vendors, and consuming content—all before your sales team even knows they exist. […]
The Follow-Up Fallout: Top Mistakes Sales Teams Make with Marketing Leads
In B2B marketing, lead generation is just half the work. The real war is won or lost when sales teams follow up. At times, the generated leads consist of the perfect ICPs, but the bridge between marketing-qualified leads (MQLs) and converted leads is fragile, and small mistakes can lead to significant losses in conversion rates, […]
Longer Sales Cycles, Smarter Sales Teams: How Reps Are Adapting
Change is the only constant in the world of B2B sales. Over the last few years, one of the most significant shifts has been the increase in the duration of sales cycles. Earlier, the sales cycle took weeks, but now it stretches more than a month or even quarters. The reason behind this lengthening of […]
Five Techniques to Consider While Defining and Analysing an Account Score
There’s nothing more frustrating than being surprised when a prospect gets cold or feeling helpless because your marketing and sales teams have no idea where a particular high-quality account is in the sales funnel. Are you considering competitors? Is your product or service consistent?
