How is the increasing preference for video meetings among B2B decision-makers affecting the sales process?
77% of B2B decision-makers prefer video meetings over phone calls with vendors
McKinsey & Company
Remote B2B Sales
In the current era of digital transformation, video has become an increasingly popular medium for communication in various industries, including B2B sales. According to recent statistics, 77 percent of B2B decision-makers prefer to meet with vendors via video instead of a phone call.
This shift in preference is likely due to the benefits that video offers. It allows for face-to-face interaction, which can help build rapport and trust between buyers and sellers. Video also enables the use of visual aids such as presentations and demonstrations, which can be more engaging than simply describing a product or service over the phone.
Furthermore, video meetings are more convenient and efficient than in-person meetings, especially considering the pandemic-related restrictions on travel and face-to-face interaction. With video meetings, both buyers and sellers can save time and money by eliminating the need for travel.
However, it is important to note that video is not always the best medium for communication. For example, some buyers may prefer to interact via email or chat instead of video, and some sales situations may require a more personal touch.
As video technology continues to improve and remote work becomes more common, it’s clear that video meetings are here to stay. For businesses looking to effectively engage with B2B decision-makers, incorporating video meetings into their sales process is crucial. Whether it’s a virtual product demonstration or a face-to-face conversation, video provides a level of personalization and connection that cannot be replicated through other means. So, if you’re looking to boost your sales and effectively connect with potential clients, it’s time to embrace the power of video.
More 2020 Stats
Omni-Channel Engagement Preferred by Almost 78% of Customers
B2B Companies Achieve 63% Lower Customer Attrition and 55% Higher Share of Wallet in B2B Engagement
39% of companies don’t regularly ask customers for feedback about their interactions
According to HubSpot, the length of a sales cycle decreased by an average of 15% when virtual sales tools were used.
77% of B2B buyers reported that their latest purchase was either “Difficult” or “Very Complex”
40% of all customer interactions will be automated through AI and machine learning by 2023
71% of salespeople said they were conducting more than half their sales virtually.
77% of Sales Professionals Now Conducting More Video Meetings
76% of salespeople consider sales technology critical to closing deals
61% of customers believe that surprise gifts and offers are the best way to engage customers
More Remote B2B Sales Stats
B2B customers use 10 different channels during their decision-making process
7% of companies respond within five minutes of a prospect’s form submission while 50% don’t even respond until five business days later
31% of sales pros find no significant difference between selling remotely and in-person
According to a research conducted by Salesforce, 61% of sellers say it’s harder to sell virtually.
91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals
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 salespeople are using social selling tools
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.
59% of sales reps said that adding custom-recorded video to their sales process increased their productivity.
Only 10 percent of executive customers said sales calls provide enough value to warrant the time they spent on them.
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