B2B sales leaders say they are experiencing longer sales cycles and more opportunities being lost to no decision this year, according to recent research from RAIN Group.

The report was based on data from a survey conducted in 2023 among 322 B2B sales leaders from around the world.

Some 43% of respondents say the sales cycle timeline for deals has increased over the past 12 months, 41% say it has stayed the same, and 16% say it has decreased.

How has the B2B sales cycle changed in the past 12 months survey

Some 44% of B2B sales leaders say the share of potential deals lost to no decision has increased over the past 12 months, 42% say it has stayed the same, and 15% say it has decreased.

Amount of sales opportunities lost to no decision changes in the past 12 months

Some 47% of B2B sales leaders say the share of potential deals lost to competitors has stayed the same, 31% say it has decreased, and 22% say it has increased.

Amount of sales opportunities lost to competitors changes in the past 12 months

B2B sales leaders say the top challenges they face are hiring strong sales talent, selling in an uncertain economy, and generating sales-ready leads.

Top challenges of sales and enablement leaders in 2023

About the research: The report was based on data from 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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ABOUT THE AUTHOR

image of Ayaz Nanji

Ayaz Nanji is a writer, editor, and a content strategist. He is a co-founder of ICW Media and a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji