Post by account_disabled on Dec 25, 2023 4:12:15 GMT
The purchasing cycle will succeed. Why this competition? Why customers prefer sites to salespeople: – They prefer to find out for themselves (53%). – They prefer not to have to interact with a salesperson (59%). – Buying on a site is simpler (74%). – They prefer to buy online when they decide to do so (93%). Source: Forrester. Evolution of decision making A BtoB purchase today involves 5.4 people. Concluding today is a team effort. No answer 9 out of 10 decision-makers no longer answer the phone (LinkedIn). Impact of social networks 75% of decision-makers use social networks to refine their choices (LinkedIn).
The first to bring value 74% of buyers end up choosing the first salesperson who brought them Email Data value (Salesforce). Manifestation of time pressure and better consideration of those who provide real help. Impact of engagement Still according to Salesforce, only 20% of salespeople bring value to the transaction. Those who do so reap 5 times more engagement from their customers. References 84% of BtoB decision-makers indicate that their efforts begin with references. Cold calls fail to reach targeted recipients. 3/4 of decision-makers say they prefer to work with someone who has been recommended to them.
On the impact of the network, networking and recommendation… Personal contacts Salespeople are 42 times more likely to land an appointment if they already have personal contact with their target. On the impact of LinkedIn and network development… Not ready to answer questions 70% of decision-makers reveal that salespeople are not ready to answer the questions they ask (Forrester). A salesperson who uses social selling approaches will be much better prepared than one who makes a “hard” call. Need a business case 3/4 of decision-makers criticize salespeople for not having relevant examples or cases to share. Sales/marketing convergence Sales/marketing alignment and convergence is key. Only 20% of companies are aligned. Without this, 50% of salespeople's time is wasted on useless prospecting actions (Marketo).
The first to bring value 74% of buyers end up choosing the first salesperson who brought them Email Data value (Salesforce). Manifestation of time pressure and better consideration of those who provide real help. Impact of engagement Still according to Salesforce, only 20% of salespeople bring value to the transaction. Those who do so reap 5 times more engagement from their customers. References 84% of BtoB decision-makers indicate that their efforts begin with references. Cold calls fail to reach targeted recipients. 3/4 of decision-makers say they prefer to work with someone who has been recommended to them.
On the impact of the network, networking and recommendation… Personal contacts Salespeople are 42 times more likely to land an appointment if they already have personal contact with their target. On the impact of LinkedIn and network development… Not ready to answer questions 70% of decision-makers reveal that salespeople are not ready to answer the questions they ask (Forrester). A salesperson who uses social selling approaches will be much better prepared than one who makes a “hard” call. Need a business case 3/4 of decision-makers criticize salespeople for not having relevant examples or cases to share. Sales/marketing convergence Sales/marketing alignment and convergence is key. Only 20% of companies are aligned. Without this, 50% of salespeople's time is wasted on useless prospecting actions (Marketo).