Building Trust Virtually
The trend away from in-person interactions that caught steam in the pandemic is bound 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 in more.
42% of sales reps named Prospecting as the most challenging stage of the sale process
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
Did you know?
Every year, these will change:
- Up to 20% of postal addresses
- Up to 18% of phone numbers
- Up to 21% of CEOs
- 25-33% of emails
- 66% of people will change companies or job functions
In the next hour, these will change:
- 58 business addresses
- 11 company names
- 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?
