1. Sales Cycle is Longer: 22% longer when compared to 2001.
2. More People Involved: Average of 3.5 more people involved in enterprise decisions
3. Solutions Focus: 79% of marketing campaigns are solutions based.
4. Face to Face Calls: Average sales rep spends only 21% of their time face to face with prospects and customers.
Source: Sirius Decisions, B2B Advances in Lead Management
Tuesday, April 28, 2009
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