Have remote sales continued to grow since 2020 and the pandemic shutdown?

B2B organizations are moving fast to keep up. In fact, 77% of sales leaders say their company’s digital transformation has accelerated since 2019.¹ This is even more important during a pandemic, when sales reps and buyers can't as easily meet face to face.

What strategies can businesses use to make their digital transformation successful?

The world has been revolutionized by technology and digitization. In the business-to-business (B2B) space, companies are leveraging new digital tools to provide personalized experiences for their buyers. This shift from traditional sales models is allowing potential customers to find useful products or services quickly and easily. As a result, B2B organizations must move faster than ever to remain competitive.

Companies of all sizes need to begin investing in digital technologies to drive success in the B2B market. Digital commerce tools can give companies a better understanding of their customers, enabling them to make data-driven decisions on product and service offerings. By deploying the right technology, B2B organizations will be able to increase sales, deepen relationships with buyers, and improve customer engagement.

Digital transformation is a key factor in any organization’s success; if B2B companies want to stay relevant and maximize efficiency, they must adopt innovative techniques for digitalizing customer experiences. Here are effective strategies that businesses can use to ensure their digital transformation is successful.

One of the most important components of digital transformation is investing in customer data. By creating a unified view of the customer, businesses can build proactive solutions for segmenting their different target audiences. Additionally, tracking customer interactions and journey metrics across platforms and devices helps organizations get a better understanding of their customers’ needs and desires. This will inform future product development and marketing initiatives to maximize ROI.

More 2021 Stats

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

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.

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.

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

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

Only 60% of sales reps meet quota

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.

41% of sales leaders report that their customers desire more digital communication

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

More Sales Trends Stats

77% of respondents said that their company provides at least a quarter of their leads

60% of customers say no four times before saying yes.

Sales enablement initiatives increased sales for 76% of companies by 6%-20%

61% believe that salespeople are underappreciated

71% of salespeople said they were conducting more than half their sales virtually.

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

Today, 97% of consumers go online to research products and services.

77% of Sales Professionals Now Conducting More Video Meetings

Even with a return to in-person lifestyles, only 20% of B2B buyers say they hope to return to in-person sales.

47% of Sales Professionals Don’t Cite Selling as Their Main Activity

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