What percentage of B2B buyers prefer virtual sales interactions?

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

Source
Bain - Virtual Selling Has Become Simply Selling

Topic
Virtual Selling

Year
2021

How does the surge in demand for remote sales affect businesses?

According to a recent joint survey from Bain & Company and Dynata, 92% of B2B buyers now prefer virtual sales interactions, which is an increase of 17 points from the same survey in 2020.

Virtual interaction through web meetings, video conferencing, or other remote communication methods make it easier for buyers to research and compare different vendors. Moreover, virtual interactions also speed up the buying process by helping buyers quickly identify the right product or service and narrow down their shortlist.

Online proposal software is a great way to streamline the process of creating and delivering proposals. It allows buyers to quickly access information about vendors, compare different options, and make an informed decision. The software also helps sellers create professional-looking proposals that are tailored to the buyer’s needs.

Online proposal software can also help sellers track the progress of their proposals and monitor customer feedback. This helps them identify areas for improvement and make sure that their proposals are meeting the buyer’s expectations. Additionally, online proposal software can be used to automate certain tasks such as sending out reminders or follow-up emails to buyers.

More 2021 Stats

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

Companies that are experiencing the most growth generate 40% more of their revenue from tailored engagements than those expanding slowly.

According to a study by Salesforce, the average B2B deal size has grown by 20% in 2021 compared to 2020. This is likely due to companies increasing their spending as they look for more innovative solutions to solve their challenges.

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

According to a research conducted by Salesforce, 61% of sellers say it’s harder to sell virtually.

According to a study by Salesforce, the total close rate for B2B deals increased by 10% in 2021 compared to the year before. This is due to an increase in remote selling and sales teams investing more time on proactive outreach.

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.

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

After COVID, 56% of sellers prefer working remote full time.

In 2021, digital lead generation advertising spending in the United States was estimated at 4.6 billion U.S. dollars.

More Virtual Selling Stats

Only 15 percent of sales calls add enough value, according to executives surveyed.

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

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

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

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

Customer referrals account for 54% of all B2B leads.

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

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

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

After COVID, 56% of sellers prefer working remote full time.

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