What are some effective strategies for improving sales productivity?

31% of sales pros find no significant difference between selling remotely and in-person

Source
Hubspot

Topic
Remote B2B Sales

Year
2021

According to a recent survey, 31% of sales professionals who sell both remotely and in-person believe that there is not much of a difference between remote selling and in-person selling. The survey, conducted by a leading sales consultancy firm, aimed to understand the views of sales professionals on the impact of remote selling on their work.

Of the 31% who felt that remote and in-person selling are similar, some cited the use of technology, which enables them to connect with clients virtually, as a key reason. They noted that virtual meetings and presentations have become more common, and that they can still establish a good rapport with clients through video calls. Additionally, some pointed out that they have been able to reach a wider audience through remote selling, which has increased their sales potential.

However, the majority of sales professionals who participated in the survey (69%) disagreed with the idea that selling remotely and in-person are about the same. They cited challenges such as building trust and establishing a personal connection with clients as difficult when not meeting in person. They also noted that they miss the ability to read body language and pick up on subtle cues during face-to-face meetings.

Despite these challenges, the survey found that remote selling is here to stay. With advances in technology, remote selling is becoming more efficient, effective, and even preferred by some clients. Sales professionals will need to adapt to this trend and develop new skills to succeed in the ever-evolving sales landscape.

More 2021 Stats

Analysts found that close to 80% of B2B buyers have already defined their requirements before talking to a rep and prefer evaluating digital resources to in-person presentations.

71% of buyers want to hear from sellers early in the buying process

Given the pandemic, almost 90% of B2B sales now happen digitally.

After COVID, 56% of sellers prefer working remote full time.

According to a research conducted by Salesforce, 61% of sellers say it’s harder to sell virtually.

Companies that are experiencing the most growth generate 40% more of their revenue from tailored engagements than those expanding slowly.

77% of sales professionals say their organization is planning to invest more in sales intelligence tools

The Power of Collaborative Language in Sales: Why Using “We” and “Us” is More Effective

Nearly 90% of sales reps emphasize the importance of anticipating customers’ needs

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

More Remote B2B Sales Stats

Only 32% of sales pros report that a virtual sales process requires more meetings to close deals.

Research from Bain and Company shows that 92% of B2B buyers prefer virtual sales interactions.

66% of teams were satisfied with the results that they are getting from using custom-recorded video in their sales processes.

59% of sales reps said that adding custom-recorded video to their sales process increased their productivity.

After COVID, 56% of sellers prefer working remote full time.

Analysts found that close to 80% of B2B buyers have already defined their requirements before talking to a rep and prefer evaluating digital resources to in-person presentations.

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals

A survey by LinkedIn found that 50% of buyers say that working remotely has made the purchasing process easier.

B2B buyers are 57%-70% through buying research before contacting sales.

77% of B2B decision-makers prefer video meetings over phone calls with vendors

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