Question 1

How long should a B2B sales cycle take?

Accepted Answer

Depends on deal size. Five-figure deals typically take 2 to 4 months. Six-figure deals take 6 to 12 months. If yours is longer, something is broken. Either you're targeting people with no budget or your sales process is inefficient. Diagnose which.

Question 2

What's the difference between marketing leads and sales leads?

Accepted Answer

Marketing leads downloaded something or requested info. Sales leads are actually ready to talk about buying. Your team needs clear definitions or sales will ignore marketing's work.

Question 3

Why do deals stall in evaluation?

Accepted Answer

Prospect is comparing options. They need information to decide. Give them comparison content showing why you're better. Provide case studies from similar companies and a timeline. 'We'll get back to you next month' kills momentum. 'We'll decide in two weeks' keeps deals moving.

Question 4

Should we use email automation or sales reps?

Accepted Answer

Both. Email handles volume nurturing since you can't call everyone. Sales reps handle people showing strong signals such as requesting demos or visiting pricing pages. Your best reps focus on hot opportunities, while junior reps can nurture middle-of-funnel prospects through campaigns.

Question 5

How do I know which part of my funnel is broken?

Accepted Answer

Pull your data. Measure how many prospects enter each stage and how many exit to the next stage. If the percentage drops dramatically at one stage, that's your problem. Focus there first.

Question 6

What should I measure to know if I'm improving?

Accepted Answer

Conversion rate between stages. If top-to-middle was 2% last quarter and 3% now, you're improving. If bottom-to-close was 20% and now 25%, you're winning. Pick one metric per stage and track it monthly. That's enough.

How to Build a B2B Sales Funnel: Steps & Tips for 2025

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