B2B software sales are incredibly complicated, involving a diverse group including buying committees, lawyers, and executives, each with distinct interests, making consensus challenging.
HockeyStack's recent touchpoint report highlights that in 2024, a B2B company requires 266 touchpoints and 2,879 impressions to successfully close a deal, marking a notable increase.
The report also revealed that the average number of touchpoints required for generating a Marketing Qualified Lead (MQL) has increased by 31%, now requiring 71 touchpoints.
For high-value deals, such as those exceeding $100K, businesses encounter thousands of touchpoints and need 1,893 impressions before even a website visit is recorded.
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