B2B firms focus on smaller deals with tight turnarounds, report finds

11/15/2011 | MarketingSherpa

B2B firms are finding their sales cycles are getting shorter -- but the size of the deals being closed is shrinking too, according to the 2012 B2B Marketing Benchmark Report. Funnel optimization is one defense against the kind of competing on price that can lead to deal deflation, writes David Kirkpatrick. Consider qualifying and re-characterizing leads differently, and not simply prioritizing the cheaper ones, he adds.

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