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

Source
Outreach

Topic
Sales Strategy

Year
2021

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

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

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.

77% of sales professionals say their organization is planning to invest more in sales intelligence tools

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

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.

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

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

69% of buyers have accepted cold calls from new providers

Only 60% of sales reps meet quota

A survey conducted by DocuSign found that 75% of companies experienced an increase in customer satisfaction when they implemented digital proposal software.

More Sales Strategy Stats

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

77% of sales professionals say their organization is planning to invest more in sales intelligence tools

81% of people prefer to open emails on their smartphones

84% of B2B buyers start the purchasing process with a referral

85 Percent of Consumers Conduct Online Research Before Making a Purchase Online

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

Why 40% of Sales Professionals Didn’t Achieve Their Revenue Goals in 2020

69% of recipients report spam based only on the subject line

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

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

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