How can remote selling incrase sales closing rates?
According to a study by Salesforce, the total close rate for B2B deals increased by 10% in 2021 compared to the year before. This is due to an increase in remote selling and sales teams investing more time on proactive outreach.
How can sales teams use the results of this study to increase their sales close rates?
The Salesforce State of B2B Sales 2021 report highlights the importance of investing time in proactive outreach, training sales reps on remote selling strategies, and technology investments. The report also finds that the total close rate for B2B deals increased by 10% in 2021 compared to the year before.
Additionally, the report identifies digital transformation within sales teams as a key factor in driving success. Nearly half of B2B buyers say their companies are at least partially transforming their selling strategies to involve more digital channels. By utilizing digital strategies such as live chat and email campaigns, sales reps can easily reach prospects and provide product information quickly—making it easier to close deals faster from anywhere.
By leveraging the insights from this study, sales teams can learn how to respond accordingly and make improvements that will help them reach their desired goal: higher close rates. Here are ways that sales teams can use this data to boost their B2B close rates.
First, sales teams must have a thorough understanding of their target market. Who are they selling to? What concerns do their customers have? What solutions do they provide? Once sales teams understand their buyers and the problems they’re trying to solve, they can craft a message that speaks directly to these needs. This can help them build stronger relationships with potential buyers and establish trust, which is an essential element of closing more B2B deals.
More 2021 Stats
41% of sales leaders report that their customers desire more digital communication
Only 32% of sales pros report that a virtual sales process requires more meetings to close deals.
28% of B2B organizations now have hybrid sales roles
82% of B2B decision-makers think sales reps are unprepared
Nearly 90% of sales reps emphasize the importance of anticipating customers’ needs
31% of sales pros find no significant difference between selling remotely and in-person
More Sales Trends Stats
17% of salespeople did not attend college
Salespeople Unhappy Despite Meeting Targets
Sales enablement initiatives increased sales for 76% of companies by 6%-20%
56% of sales professionals get leads from existing customer referrals.
57% of C-level buyers prefer to be contacted via phone.
48% of salespeople never even make a single follow up attempt.
47% of Sales Professionals Don’t Cite Selling as Their Main Activity
44% of salespeople give up after one follow-up call.
71% of salespeople said they were conducting more than half their sales virtually.
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