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

55% of B2B buyers search for information on social media.

40% of sales reps still use tools like Outlook or Excel to store customer and lead data

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

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

21% Higher Job Satisfaction for Salespeople Spending More Than 4 Hours a Day on Sales Activities

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

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

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

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

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

More Remote B2B Sales Stats

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

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

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

Writing at a third-grade reading level increases response rates by 36%.

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

Given the pandemic, almost 90% of B2B sales now happen digitally.

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.

66% of teams were satisfied with the results that they are getting from using custom-recorded video in their sales processes.

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

Only 10 percent of executive customers said sales calls provide enough value to warrant the time they spent on them.

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