According to recent research from RAIN Group, B2B sales leaders have noted longer sales cycles and more opportunities being lost to no decision this year. 43% reported an increase in sales cycle timeline, and 44% reported an increase in potential deals lost to no decision.
In addition, 47% reported that the share of potential deals lost to competitors has stayed the same, while 22% said it had increased. The top challenges reported by B2B sales leaders are hiring strong sales talent, selling in an uncertain economy, and generating sales-ready leads.
The report was based on a survey conducted in 2023 among 322 B2B sales leaders from around the world.
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The State of B2B Sales in 2023
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