The B2B sales process is becoming increasingly complex. Some 79% of B2B buyers said between one and six people are involved in the purchase process at their companies. Nearly one-third (31%) said the length of the purchasing cycle has increased significantly compared to a year ago. At the same time, B2B products and services are becoming more commoditized, making the customer experience more important than ever.
B2B sales, marketing and customer support teams have a seemingly endless supply of tech tools at their disposal. Yet, by making a deluge of data available, these applications often seem to cause more problems than they solve. No wonder only 20.5% of sales and marketing professionals are satisfied with their current lead management capabilities.
How can your organization’s revenue team develop a more effective go-to-market strategy? Start by fixing the five biggest breaking points that plague B2B revenue teams.