IT Services Valuations Research
81 Relevant B2B Statistics: 2023 Market Share Analysis & Data (financesonline.com)
According to 86% of B2B CMOs, customer experience will be more critical in the industry in the coming years. (Accenture, 2020)
A third of B2B buyers say that their expectations of customer experience have increased. (Accenture, 2019)
76% of B2B buyers have increased expectations around personalized and tailored solutions to their specific needs. (Weidert Group, 2020)
Close to 70% of the B2B buyer’s journey is completed before a prospect ever reaches out to sales. (Foleon, 2020)
54% of agents find contacting prospects more difficult now than five years ago.
30% of B2B companies are expected to start using AI by the end of 2020. (Flyaps, 2020)
Only 20% to 30% of B2B buyers are willing to interact with reps face-to-face even after the pandemic. (McKinsey & Company, 2020)
13 B2B Trends for 2022/2023: Future Forecasts You Should Know (financesonline.com)
Marriage of Digital and Remote 2020, only 69% of B2B exhibitions had one or more virtual offerings. This increased to 81% in June 2020
76% of B2B buyers find it helpful to speak to someone in person or on the phone when they want to purchase a completely new product or service
35% of B2B marketers report that they have challenges in creating a cohesive customer journey across different channels and devices.
The Evolving Role of Sales in the Buyers Journey: Strategies for Success (lumen5.com)
149 Eye-Opening Sales Stats to Consider in 2023 (By Category) (spotio.com)
50-90% of the journey is complete before a buyer interacts with a sales rep.
7 decision-makers involved in the B2B buying process.
60% of buyers say that vend0or sales aren’t’ involved in their research phase
90% of buyers indicate that the quality of the implementation process is important or very important when making the decision
80% of companies having buying committees
B2B Marketing Experts on: A Marketing Pivot for the Buyer's Journey (lumen5.com)
Gartner® Report: 2022 Strategic Roadmap for B2B Digital Selling (pitcher.com)
43% of Baby Boomer, Gen X and Millennial customers prefer a rep-free experience.
By 2025, 50% of all enterprise B2B sales technology implementations will include digital sales rooms.
What Is the Buyer’s Journey? Why It Matters - (saleshacker.com)
99% of B2B buyers claim they would make a purchase entirely through a digital self-service model and are comfortable spending $50K or more.
salesforce-state-of-the-connected-customer-4th-ed.pdf
84% of business buyers are more likely to buy from a company that demonstrates an understanding of their business goals
On Demand: Ultimate Partner (learninglibrary.tv)
17% of the buyer journey is spent with a seller
How companies can create value from digital ecosystems (mckinsey.com)
80 percent of business-to-business sales teams had shifted to remote working, and businesses rated digitally enabled interactions with business-to-business customers as being twice as important as traditional methods, a 30 percent increase compared to the start of the crisis.
What Is the Buyer’s Journey? Why It Matters - (saleshacker.com)
72% of buyers will turn to google to search for solutions during the awareness stage
99% of B2B buyers claim they would make a purchase entirely through a digital self-service model and are comfortable spending $50K or more.
Understanding The Changing B2B Buyer Journey (forbes.com)
27% of buyers’ time was spent on independent research online, while 17% of their time was spent meeting with suppliers.
44% of millennials prefer no sales rep interaction at all in a B2B setting.
B2B purchase decisions also depend on customers’ ability to navigate complex institutional change, which may include disruptive operational barriers and market considerations. Such uncertainty leads to a 30% decline in customers’ ability to reach a purchase decision at all, and a 42% reduction in the likelihood of their purchasing a premium product.
10 Truths About Marketing After the Pandemic (hbr.org)
salesforce-state-of-the-connected-customer-4th-ed.pdf
54% of customers say it generally feels like sales, service, and marketing don’t share information
86% of customers say the societal role of companies is changing
53% of customers say they feel an emotional connection to the brands they buy from the most.
84% of business buyers are more likely to buy from a company that demonstrates an understanding of their business goals
Expectation
85% of business buyers expect sales reps to demonstrate a firm understanding of their business
66% of business buyers expect sales reps to develop solutions rather than pitch products
86% of business buyers expect a trusted advisor relationship with sales reps
Reality
57% of business buyers say sales reps often lack adequate knowledge of their business
63% of business buyers say most sales interactions focus on products rather than solutions
73% of business buyers say most sales interactions feel transactional
83% of customers expect to engage with someone immediately when contacting a company — up from 78% in 2019
52% of customers describe most service interactions as fragmented.
Companies Fall Significantly Short of Customer Expectations
Expectation
68% of customers expect brands to demonstrate empathy
66% of customers expect companies to understand their unique needs and expectations
Reality
37% of customers say brands generally demonstrate empathy
34% of companies generally treat customers as unique individuals
76% of customers prefer different channels depending on context
Fewer than half (48%) of customers trust companies to use AI ethically, and 54% are concerned about its potential bias.
Building the Next-Generation Sales Capabilities (mckinsey.com)
62 percent of B2B decision makers are now willing to spend $50,000 or more in online purchases—and one in five would spend more than $500,000.
B2B sales: Omnichannel everywhere, every time (mckinsey.com)
CHANGED 35% willing to spend $500,000 or more in a single transaction (up from 27 percent in February 2021). 77% of B2B customers are also willing to spend $50,000 or more.
89% of respondents now say that marketing and sales need to work closely together, more so than ever before.
The Evolution of Sales: 5 Ways Selling is Changing in 2021 (xactlycorp.com)
79% of sales reps had to quickly adapt to new ways of selling
86% report increased focus on long-term customer relationships
56% of companies are encouraging more seller flexibility and autonomy instead of strictly defined protocols and processes
41% of leaders believe AI should be an established, essential element of any high-performing sales team
B2B sales: Omnichannel everywhere, every time (mckinsey.com)
2016 5 Channels
1019 7.5 Channels
2021 10 Channels
15 Digital Customer Experience Trends You Need to Know About (leadbright.com)
It is predicted that businesses that use AI can expect 62% growth by the end of the year.
How Sales Is Changing (td.org)
82% of buyers said they’re willing to accept meetings with sellers. They’re also willing to talk to sellers early (despite what other research might say).
71% of buyers want to talk to sellers when they’re looking for new ideas and possibilities to drive stronger business results.
62% of buyers want to talk to sellers when they’re actively looking for a solution to fix what’s broken or to solve a problem.
How Digital Sellers Are Changing The Customer Experience (conquer.io)
81% of marketers expect to compete primarily (or entirely) based on CX. This is up from only 36% in 2010 (Gartner). It’s no longer acceptable to have sales and marketing running different playbooks or only seeing half of the story related to the buyer’s engagement.
Maximizing Seller Capability to Engage Modern Customers (salesenablement.pro)
When just one individual bears the responsibility, he or she has an 81% likelihood of taking action. However, this likelihood drops to 55% with the addition of a second buying group member due to the increased probability of clashing opinions and friction slowing the process.
Benefits of Co-Selling Partnerships That You Need to Know (smartbusinessdaily.com)
66% of buyers now expect that vendors will customize solutions to meet their specific needs, so this is a big perk.