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

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

64% of sales professionals who cross-sell say email follow-up is the most effective cross-selling strategy.

LinkedIn is the #1 social media platform for B2B leads.

48% of salespeople never even make a single follow up attempt.

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

67% of customers prefer self-service over speaking to a company representative

43% of sales professionals say email is the most effective channel for selling.

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

Even with a return to in-person lifestyles, only 20% of B2B buyers say they hope to return to in-person sales.

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

More Remote B2B Sales Stats

48 hours after a virtual sales call, buyers only retain 10% of what you talked about.

Research from Bain and Company shows that 92% of B2B buyers prefer virtual sales interactions.

91% of salespeople have indicated they don’t want to return to full-time office work when asked about their future career plans.

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

78% of salespeople that make use of social media outsell their peers

B2B customers use 10 different channels during their decision-making process

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

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

A study by Skaled revealed that sales reps using virtual presentation tools increased their close rates by 28%

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

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