Now that we know that 85% of B2B customers use the Internet at some point during the buying process, why is it that so many business executives still contend that online marketing "doesn't work" for ...

Learn how to build a B2B sales pipeline, define stages, qualify opportunities, track pipeline metrics, and improve sales ...

Three out of four B2B companies take four months or longer to close a sale with new customers, according to data from CSO Insights (via Marketing Charts). A primary reason I see for this is that the ...

For Internet of Things success, channel partners need to be patient and have the right kind of sales team in place. That's what several partners have told CRN as they've noted that the end-to-end ...

The top 1% of sales performance is not about "selling," but about designing winning buying journeys. This realization came to me while I was a vice president of sales at a growing SaaS startup. We ...