How far along in the buying process are B2B buyers before they contact sales?

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

Source
Spotio

Topic
Remote B2B Sales

Year
2022

In today’s digital age, buyers have more information at their fingertips than ever before, and they’re taking advantage of it. This means that sales teams need to adapt their strategies to meet the needs of these informed buyers.

One of the most important things sales teams can do is to make sure that their online presence is strong and up-to-date. Buyers are doing their research online, so it’s essential that your website, social media accounts, and other online platforms are all optimized for search and provide the information buyers are looking for.

Another strategy is to focus on building relationships with potential buyers early on in the process. By offering helpful resources and establishing yourself as an expert in your field, you can build trust and credibility with buyers before they even make contact with your sales team.

Finally, it’s essential to be flexible and adaptable in your sales approach. B2B buyers have unique needs and preferences, and it’s important to be able to tailor your sales pitch and approach to meet those needs.

By understanding the changing landscape of B2B buying, sales teams can adapt their strategies and remain successful in an ever-evolving marketplace.

More 2022 Stats

Top Performers Have 63% Less Focus on Product Features

44% of salespeople give up after one follow-up call.

66% of sales professionals say leads generated from customer referrals are the highest quality leads they work.

60% of customers say no four times before saying yes.

Top Performers’ Discovery Calls 76% Longer and Presentation Meetings 55% Longer than Average Performers

50% of buyers say working remotely has made buying easier.

In a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%.

There is a 70% greater likelihood of converting re-targeted visitors vs. those who are not

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

71% of sales reps say that building personal rapport has a substantial impact on converting a prospect.

More Remote B2B Sales Stats

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.

76% of salespeople consider sales technology critical to closing deals

71% of sales reps say that building personal rapport has a substantial impact on converting a prospect.

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

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

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

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

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

71% of salespeople are using social selling tools

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