In the past 5 years the average sales cycle has increased 22%, and since B2B purchasing decisions require more buy-in from various parties than a B2C transaction, the B2B sales cycle has become even longer. According to a 2012 study by Marketing Sherpa, when a contact first gives a vendor their contact information 73% of them are not ready to take the next step to purchase. Because of these trends, marketers are always looking for ways to improve the prospect to customer conversion rate. As....