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.

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.

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.

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

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