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


Remote B2B Sales


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

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

71 Words per Minute: The Surprising Speech Speed of Top Performers, Who Speak 6% Slower Than Their Peers

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

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

56% of sales professionals get leads from existing customer referrals.

47% of Sales Professionals Don’t Cite Selling as Their Main Activity

54% of sales leaders say proposals sent is one of the most important productivity metrics to track

Sales enablement initiatives increased sales for 76% of companies by 6%-20%

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

More Remote B2B Sales Stats

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

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

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

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

71% of salespeople are using social selling tools

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

Customer referrals account for 54% of all B2B leads.

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

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

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

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