According to BrightFunnel, a marketing intelligence platform for B2B selling, deals are more difficult and are taking longer to close. Compared to 2014, B2B deals in 2015 took 52% more marketing touches and lead-to-revenue sales cycles increased 32%. Lengthening sales cycles are damaging in obvious and “invisible” ways. Consider the negative impacts of lengthening sales cycles: Less sales capacity, making it more difficult for salespeople to hit quota and requiring larger sales teams to meet...
