The B2B Sales Landscape has changed. A shift to remote interactions, the trend away from physical workspaces, and a host of other changes have left sales reps, managers, and leaders in a tough spot
Building Trust Virtually
The trend away from in-person interactions that has become the norm has proven to be a game-changer. Salespeople are going to need to adapt their strategies and learn how to establish credibility with a virtual barrier between them and their prospects. The salesperson that can leverage technology in a way to personalize that messaging virtually will win more.
WHAT PART OF THE SALES PROCESS DO REPS STRUGGLE WITH MOST?
If you work in sales, then you know that prospecting isn’t easy. In fact, almost half of sales reps admit that they find prospecting the most difficult part of the sales process. The biggest issues within prospecting included lack of motivation, poor targeting and insufficient outreach.
Modern, Digital, & Independent B2B Buyer
B2B buyers are spending less time meeting with suppliers. 57% of the journey of B2B buyers is completed before they ever talk to sales.
The ready availability of quality information through digital channels has made it far easier for buyers to gather information independently, meaning sellers have less access and fewer opportunities to influence customer decisions.
When B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers.
When buyers are comparing multiple suppliers, the amount of time spent with any one sales rep generally drops to 5% or 6%.
Data Decay
You don’t have to be involved in modern sales too long to find out how quickly data goes bad. Today’s market arena is so dynamic with company acquisitions, personnel moves, and job changes that last week’s acquired data is almost useless. Plus, public sources you once could rely on are now so limited or blocked that you have minimal if any access to the critical data you want and need just make a sales attempt.
Every year,
- Up to 20% of postal addresses will change
- Up to 18% of phone numbers will change or go out of service
- Up to 21% of CEOs will move or leave the company
- 25-33% of emails will change
- 66% of people will change companies or job functions
In the next hour,
- 58 business addresses will change
- 11 company names will be changed or acquired
- 41 businesses will open
- One phone number will go out of service
How many hours each month does your sales team waste on data decay?
