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.

Source
Salesforce - How B2B Sales Teams Win with Digital Commerce

Topic
Sales Trends

Year
2021

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

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

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

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

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 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.

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

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

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

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

More Sales Trends Stats

66% of sales professionals say leads generated from customer referrals are the highest quality leads they work.

43% of sales professionals say email is the most effective channel for selling.

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

56% of sales professionals get leads from existing customer referrals.

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.

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

57% of C-level buyers prefer to be contacted via phone.

64% of sales professionals who cross-sell say email follow-up is the most effective cross-selling strategy.

In a recent McKinsey study, 61% of survey respondents said that, before the pandemic, they primarily sold their business’ products through traditional in-person sales — that number has since fallen to 29%.

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