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

83% of Sales Professionals Report Working on Weekends

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.

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

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

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

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

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

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

28% of B2B organizations now have hybrid sales roles

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

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

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

38% of sales leaders say their customers want to buy through e-commerce stores

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

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

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

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

Salespeople’s Optimism for Economic Recovery from COVID-19

61% believe that salespeople are underappreciated

Ready to reinvent your sales process and tools?

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

Schedule your demo