What are some common reasons why B2B purchases are difficult or complex for buyers?

77% of B2B buyers reported that their latest purchase was either "Difficult" or "Very Complex"

Source
Gartner

Topic
Sales Strategy

Year
2020

According to recent research, B2B buying can be a challenging process, with 77 percent of buyers stating that their latest purchase was either “difficult” or “very complex.”

This statistic highlights the need for businesses to prioritize simplifying the buying experience for their customers. B2B buyers often have to navigate multiple decision-makers, budgets, and timelines, making the process more complex than typical consumer purchases.

So, how can businesses make the buying process less challenging for their B2B customers? One key strategy is to provide clear and concise information about products and services, as well as transparent pricing and contract terms.

Another important factor is to prioritize communication and responsiveness throughout the sales process. This includes promptly responding to inquiries, providing regular updates, and offering personalized support to address the specific needs of each buyer.

By prioritizing simplicity, transparency, and communication, businesses can differentiate themselves from competitors and provide a more positive buying experience for their B2B customers. And in today’s increasingly competitive landscape, a positive customer experience can make all the difference when it comes to closing deals and building long-term relationships with clients.

More 2020 Stats

71% of salespeople said they were conducting more than half their sales virtually.

39% of companies don’t regularly ask customers for feedback about their interactions

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

77% of Sales Professionals Now Conducting More Video Meetings

61% of customers believe that surprise gifts and offers are the best way to engage customers

Why 40% of Sales Professionals Didn’t Achieve Their Revenue Goals in 2020

Omni-Channel Engagement Preferred by Almost 78% of Customers

76% of salespeople consider sales technology critical to closing deals

According to HubSpot, the length of a sales cycle decreased by an average of 15% when virtual sales tools were used.

40% of all customer interactions will be automated through AI and machine learning by 2023

More Sales Strategy Stats

81% of people prefer to open emails on their smartphones

Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations

97% of sales leaders and sales operations pros say AI gives reps more time to sell

55% of sales reps say budget is the most common reason a promising deal falls through

71% of salespeople are using social selling tools

The businesses’ buying process will involve around 6-10 decision-makers

The best time to make sales calls is within 1 hour of receiving their initial inquiry

32% of sales reps spend an hour or more on data entry every day

85 Percent of Consumers Conduct Online Research Before Making a Purchase Online

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

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