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

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

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

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.

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

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.

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

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.

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.

71% of buyers want to hear from sellers early in the buying process

More Stats

Ready to reinvent your sales process and tools?

One quick call and we'll share our approach - no pressure.

Schedule your demo