Back in 2014, Sirius Decisions reported that the B2B sales process took 22% longer than it did just five years earlier. Fast forward to today, and we now have even bigger B2B buying committees than in 2014. That’s more people processing more information, not to mention more people who need to come to a consensus. In other words, the evidence says sales cycles...
Posts by Alex Hisaka
Alex Hisaka February 17, 2017
Forrester estimates that by 2020, B2B eCommerce will account for 12.1% of all B2B sales in the US. That adds up to more than a trillion dollars in B2B transactions performed online. It’s easy for many B2B organizations to dismiss eCommerce. As you read this, you might be thinking, “Our buying cycle is long and complicated. How could anyone buy a complex solution...
- Sales Trends
Alex Hisaka February 15, 2017
Mario Martinez Jr. takes social selling to a whole other level. We talked to Mario about how sales reps can use social selling to boost their sales. He also gave us tremendous insight into how modern buyers behave and how sales reps should shape their content toward the modern buyer’s mobile-attached behaviors. Spoiler alert: video, video, video. LI: In your...
Alex Hisaka February 3, 2017
If there’s one challenge all sales leaders can identify with, no matter how different the industry or deal size, it’s staffing. With...
Alex Hisaka February 2, 2017
Everyone loves a good underdog story. It’s part of the reason why the NFL is so popular. A team and its passionate fan base can...