How are virtual buying processes affected by remote working?

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

Source
The LinkedIn State of Sales Report 2021

Topic
Virtual Selling

Year
2021

According to a survey conducted by LinkedIn, half of buyers reported that the purchase process has become more convenient since they’ve started working from home.

This is mainly due to the increased availability of digital platforms, making it easier for buyers to access and compare products. As well, buyers can now communicate with vendors without having to travel or meet in person.

The remote working environment has enabled buyers to move faster and more decisively towards making purchasing decisions. With fewer logistical barriers, buyers are able to take advantage of price comparison sites and online marketplace platforms that can provide better value than traditional physical stores.

An online proposal software can help buyers and vendors manage the end-to-end buying process. It allows them to better track and analyse data, such as customer feedback, in order to make informed decisions faster. This not only saves time and money but can lead to creating a more engaging shopping experience for customers too.

More 2021 Stats

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

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

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.

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.

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

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

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

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.

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

More Virtual Selling Stats

Only 15 percent of sales calls add enough value, according to executives surveyed.

55% of B2B buyers search for information on social media.

Only 10 percent of executive customers said sales calls provide enough value to warrant the time they spent on them.

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.

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

Only 32% of sales pros report that a virtual sales process requires more meetings to close deals.

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

48 hours after a virtual sales call, buyers only retain 10% of what you talked about.

91% of salespeople have indicated they don’t want to return to full-time office work when asked about their future career plans.

73% of B2B executives agree that customers expect more personalization than they did a few years ago.

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