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Sirius decisions b2b sales stats8/7/2023 ![]() The internet has changed the way B2B buyers make buying decisions and companies are having to adapt fast if they want to keep up. Once a prospective B2B customer is satisfied by the content generated by a potential seller that they engage with them with trust. 57%of the buyer's journey and the decision is now done digitally before actively engaging with sales – ( CEB). The search engine, social media, and other marketing channels such as email marketing and content on company websites are the first points of contacts for B2B buyers. ![]() 59%of buyers prefer to do research online instead of interacting with a sales rep because the rep pushes a sales agenda rather than helps solve a problem - ( Forrester).So rather than going by what is merely " told” to them, they like to read up and get “ convinced” before making the decision. 80%of business decision-makers prefer to get company information from a series of articles versus an advertisement - ( B2B PR Sense Blog). Today, B2B buyers want to make an informed decision.84%of C-level and VP-level buyers use social media for purchasing – ( IDC). Social media increases decision-making confidence by providing more efficient access to an executive's professional network. Using social media, therefore, gets into the eye line of the decision maker has never been more critical.If during their study, you appear in front of them and can create a positive impression, then your chances of appearing in their shortlist are much higher. They are doing research online to find answers to their questions. 87% of B2B buyers say online content affects purchasing decisions - ( CMO Council). Today, the B2B buyers are very clear about their requirements and what they are looking.Before making a cold call, B2B sales representatives have to ensure that the prospect has some information regarding the company as the days of interruptive marketing are officially over. Research shows that 90% of decision-makers don't respond to a cold call. Today, it takes 8 cold call attempts to reach a prospect yet, the average salesperson only makes 2 attempts to contact a prospect - ( Sirius Decisions, TeleNet and Ovation Sales Group). ![]() This, however, does not mean that cold calling is dead.
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