Less than 49% of sales reps achieve their quotas and 63% of sales leaders don’t know if they will hit their sales targets. B2B buyers have changed dramatically and Sales strategies must change in order to continue to win sales in the era of the Digital Buyer.
Nearly 70% of the B2B buyer’s journey is completed before the buyer contacts any potential vendors. Now, more than ever, unless you provide relevant and compelling content, you are practically invisible to your digitally savvy buyers. It is content, not brand, that separates you from your competitors.
High-level sales and marketing objectives must be broken down into execution-level details. Daily and weekly metrics and Key Performance Indicators are where strategy meets execution, and how your managers and leaders know where they are at any given moment.
90% or more of sales and marketing activities can be automated. And the process of automating them gives you reliable data and full visibility into these activities, as well as acceleration of various business processes. This can result in as much as a 20-30% increase in sales and profitability with no additional headcount.
B2B selling today is at least 70% digital marketing. Buyers rarely take calls or respond back to emails. Instead, they do their own research. It is about ensuring they find you as they try to find quality information. It is about being wherever they are—which is primarily digital.
Some 60% of sales leaders say their #1 challenge is quality lead generation, and their sales teams are spending 29% of their time trying to generate their own leads.
In the era of Digital Selling, it is quality, not quantity that leads to consistent sales results. High Quality leads convert 10X higher than average leads, and lead to a 72% increase in sales.