How are sales leaders responding to the growing demand for digital communication from their customers?

41% of sales leaders report that their customers desire more digital communication

Source
Zendesk

Topic
Remote B2B Sales

Year
2021

As technology advances, it’s no surprise that the way people communicate is changing. For sales teams, this means understanding how customers prefer to interact with businesses. According to a recent report by Zendesk, 41% of sales leaders report that their customers desire more digital communication.

The report found that digital communication channels, such as email, social media, and messaging apps, are becoming more popular among customers. In fact, the use of digital communication channels increased by 40% in the last year alone. This highlights the need for sales teams to adapt their communication strategies to keep up with customer preferences.

However, it’s important to note that not all customers prefer digital communication. The report also found that 47% of customers prefer phone communication, while only 16% prefer email. Sales teams must understand the communication preferences of their individual customers and adapt accordingly.

At Saleslion, we understand the importance of meeting customers’ communication preferences. Our team is dedicated to helping your business effectively communicate with your customers and close more sales. Schedule a demo with us today to see how we can help improve your communication strategies.

More 2021 Stats

69% of buyers have accepted cold calls from new providers

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

28% of B2B organizations now have hybrid sales roles

In fact, 77% of sales leaders say their company’s digital transformation has accelerated since 2019.

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.

A survey conducted by DocuSign found that 75% of companies experienced an increase in customer satisfaction when they implemented digital proposal software.

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

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

74% of CSOs report they have recently or are currently updating their seller skills profile for virtual selling, and 61% of CSOs are already investing in new technology to enable virtual selling.

According to a study by Salesforce, the average B2B deal size has grown by 20% in 2021 compared to 2020. This is likely due to companies increasing their spending as they look for more innovative solutions to solve their challenges.

More Remote B2B Sales Stats

76% of salespeople consider sales technology critical to closing deals

According to a Gartner survey, CSOs expect 60% of the sales force will remain operating virtual.

49% of teams are using video as part of their sales process.

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

Only 15 percent of sales calls add enough value, according to executives surveyed.

Only 10 percent of executive customers said sales calls provide enough value to warrant the time they spent on them.

7% of companies respond within five minutes of a prospect’s form submission while 50% don’t even respond until five business days later

21% of sales professionals who sell remotely say emails are the most effective channel for remote selling

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

74% of CSOs report they have recently or are currently updating their seller skills profile for virtual selling, and 61% of CSOs are already investing in new technology to enable virtual selling.

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