How can remote selling incrase sales closing rates?

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.

How can sales teams use the results of this study to increase their sales close rates?

The Salesforce State of B2B Sales 2021 report highlights the importance of investing time in proactive outreach, training sales reps on remote selling strategies, and technology investments. The report also finds that the total close rate for B2B deals increased by 10% in 2021 compared to the year before.

Additionally, the report identifies digital transformation within sales teams as a key factor in driving success. Nearly half of B2B buyers say their companies are at least partially transforming their selling strategies to involve more digital channels. By utilizing digital strategies such as live chat and email campaigns, sales reps can easily reach prospects and provide product information quickly—making it easier to close deals faster from anywhere.

By leveraging the insights from this study, sales teams can learn how to respond accordingly and make improvements that will help them reach their desired goal: higher close rates. Here are ways that sales teams can use this data to boost their B2B close rates.

First, sales teams must have a thorough understanding of their target market. Who are they selling to? What concerns do their customers have? What solutions do they provide? Once sales teams understand their buyers and the problems they’re trying to solve, they can craft a message that speaks directly to these needs. This can help them build stronger relationships with potential buyers and establish trust, which is an essential element of closing more B2B deals.

More 2021 Stats

In fact, 77% of sales leaders say their company’s digital transformation has accelerated since 2019.

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

It takes an average of 8 interactions to secure a meeting with a prospect

Only 60% of sales reps meet quota

The Power of Collaborative Language in Sales: Why Using “We” and “Us” is More Effective

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

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

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

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

69% of buyers have accepted cold calls from new providers

More Sales Trends Stats

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

17% of salespeople did not attend college

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

66% of sales reps say they’re drowning in tools

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.

44% of salespeople give up after one follow-up call.

48% of salespeople never even make a single follow up attempt.

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.

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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