Anyone who's been in the business-to-business (B2B) space for any amount of time knows that, depending on the product or service you're selling, sales cycles can range from days to years. Anything marketers and salespeople can do to expedite decision-making without pressuring prospects too much can help increase sales volume.
But, most sales pipelines are hardly optimized. In fact, a recent study from LeanData found that nearly 80 percent of B2B sales reps are unsatisfied with the way their companies route leads, and over 57 percent believe that their existing lead workflow systems turns off prospects.
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