Are you prepared to navigate through the complexities of involving multiple decision-makers in the B2B buying process?

The businesses’ buying process will involve around 6-10 decision-makers


Sales Strategy


Are you struggling to close deals despite having a great product or service? One possible reason could be the complex buying process in today’s business world. According to recent studies, the businesses’ buying process will involve around 6-10 decision-makers.

This means that you not only need to convince the primary decision-maker, but also the other stakeholders who may have different priorities and preferences. It also means that you need to understand each decision-maker’s role in the buying process and tailor your approach accordingly.

So, how can you navigate this complexity and increase your chances of closing a deal? One effective strategy is to identify and engage with all the decision-makers early on in the sales process. This way, you can understand their needs and concerns, and address them proactively.

Another strategy is to leverage your existing network and relationships to gain access to decision-makers. Referrals and recommendations from trusted sources can go a long way in building credibility and trust.

In light of the high number of decision-makers involved in the B2B buying process, sales professionals need to develop a comprehensive strategy for engaging with all stakeholders. This may involve leveraging technology to personalize communications, conducting in-depth research to understand the needs of each decision-maker, and providing targeted solutions that address their unique pain points. By taking a holistic approach to the sales process, businesses can build stronger relationships with their customers and improve their chances of closing deals.

More 2021 Stats

69% of buyers have accepted cold calls from new providers

41.2% of sales reps say that their phone is the most effective tool for performing their jobs

49% of teams are using video as part of their sales process.

74% of CSOs report they have recently or are currently updating their seller skills profile for virtual selling, and 61% of CSOs are already investing in new technology to enable virtual selling.

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

83% of Sales Professionals Report Working on Weekends

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.

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

Only 60% of sales reps meet quota

82% of B2B decision-makers think sales reps are unprepared

More Sales Strategy Stats

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

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

92% of consumers trust referrals from people they know

Remote Sales Management: 67% Find It More Challenging Than Expected

36% of salespeople say that closing is the hardest part of their job

41% of companies struggle to quickly follow up with leads

82% of B2B decision-makers think sales reps are unprepared

60 percent of deals in the pipeline are lost to “no decision” rather than to competitors.

71% of salespeople are using social selling tools

77% of B2B buyers reported that their latest purchase was either “Difficult” or “Very Complex”

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