By The Numbers:
The 16 Biggest Trends In B2B Sales
How have B2B sales teams prepared for 2021? These industry statistics showcase the rapid industry adoption of personalization, value-based selling, automation and interactive sales collateral across inside and field sales teams.
Sales teams who demonstrate value can reduce lost deals by 15% and close deals up to 1/3 faster.
Interactive sales and marketing content generates up to 2x more conversions than static content (70% vs 36%).
89% of B2B buyers picked vendors who demonstrated their ROI or business case.
Reps using sales tools to personalise content close up to 36% more deals.
Personalisation can halve the cost of customer acquisition and boost revenue by 5-15%.
Personalized experiences increase in propensity to buy by 3x and boost customer engagement by 76%.
64% of B2B sales reps report that personalizing sales material is important to closing deals.
84% of sales teams say they lack the right sales content to close deals.
Sales teams with best-in-class sales content achieve 1.7% more revenue growth than average.
Top-performing sales teams use 3x more sales tools than underperforming teams.
10. Salesforce State of Sales Report
Interactive collateral engages 400-500% more prospects than static content
50% of B2B buyers make up their minds before talking to sales reps.
97% of B2B buyers build a business case to justify purchases.
53% of marketing teams have invested in interactive online content.
41% of buying decision makers want studies that show ROI and business-impact statistics.
The lost revenue opportunity stemming from poor sales enablement at a typical $1B firm is $100M.
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