Your client – or rather the sales journey for them to become your client – has undergone significant evolution in recent years. This change has far-reaching implications in sales for your company. We came across an amazing study that analyzes over 100 sales statistics from across the spectrum, from nurturing and qualifying leads to how to measure success, and has some really interesting, and unexpected findings. We’ve summarized some of the most interesting and significant below, but you can read the whole thing here.
Today, on average, there are 7 decision makers involved in the buying process, meaning more touchpoints and possibilities for things to go awry along the conversion process. In addition, 50% -70% of the journey is already completed before the buyer contacts the sales person. This means that your inbound leads are warmer than you may think.
Having qualified leads to follow up on is crucial. Time is money, which is wasted as sales reps can spend up to 40% of their time looking for someone to call. By the way, if you need help generating leads, let us know, we can help.
67% of the buyer’s journey is done digitally, so it’s imperative that your online presence is onpoint – that means everything from newsletters, to social media channels, to of course your site. Before that sales process even starts, 84% of B2B decision makers begin their buying process with a referral (which is why we’re always updating our testimonials page).
It seems like now, more than ever, prospects are educating themselves, researching you, and making decisions, while your SDRs are looking for companies to call.
What do you think?