What are the requirements of B2B buyers when they are buying 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.

Research shows that around 80% of B2B customers have their needs determined before reaching out to a representative, and they favor examining online mediums over face-to-face meetings.

In response, companies have moved to provide a variety of digital content that can better inform their customers about the product or service. This includes online brochures, infographics and videos. Additionally, companies are using social media platforms such as Facebook, Twitter and Instagram to share information and interact with potential customers. By providing these channels for customers to access information, companies are able to build trust and better cater to their needs. Additionally, this strategy can help convert more customers and increase customer retention. By understanding the customers’ wants and needs, companies can create content that resonates with them, thereby increasing engagement.

Therefore, having a proposal software in place can be extremely beneficial for businesses dealing with multiple customers. It allows them to quickly create and customize proposals tailored to the needs of their prospects.

Proposal software offers features like customizable templates, dynamic pricing tables, legal document integration, eSignature support and real-time editing that helps streamlining the process of creating, sending and tracking proposals and quotes. It also enables sales reps to increase their conversion rates and boost overall productivity. Furthermore, proposal software helps in streamlining the workflow by automating routine tasks such as data entry, allowing businesses to focus on more important tasks like customer relationships.

An online proposal software helps businesses and professionals create professional proposals quickly and easily, allowing reps to focus on building relationships with prospects and closing deals. Furthermore, it simplifies the process of tracking and managing customer quotes, increasing overall efficiency. By leveraging a proposal software, businesses can drive more revenue and gain a competitive edge in their respective markets.

More 2021 Stats

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

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

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.

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

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

A study by GetAccept revealed that sales reps experienced a 40% improvement in win rates when using online proposal software.

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

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

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.

More Virtual Selling Stats

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

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.

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

Customer referrals account for 54% of all B2B leads.

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.

82% of top performers say they “always” perform research before reaching out to prospects, and report higher usage of sales technology across the board.

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

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

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