81 Relevant B2B Statistics: 2023 Market Share Analysis & Data (financesonline.com)
Some of the key B2B marketing strategies that companies use today are creating social media content (95%), creating blog posts or short articles (89%), sending email newsletters (81%), organizing in-person events (73%), publishing videos (71%). (Content Marketing Institute, 2020)
86% of buyers often feel overwhelmed when given more than ten types of sales content while 42% feel overwhelmed when given more than five. (Showpad, 2018)
61% of B2B transactions start online. (BigCommerce, 2021)
84% of B2B companies do not know about their partners’ pipelines. (PleinAire Strategies, 2016)
Businesses that cultivate partner relations with lead generation and coaching are 63% more likely to accomplish their revenue goals. (PleinAire Strategies, 2016)
75% of B2B buyers agree that their purchases were a collective effort of people from a wide variety of locations, teams, and roles. (Magento, 2019)
61% of B2B buyers say that the number of stakeholders involved in a purchasing decision had increased. (DemandGen, 2020)
90% of B2B executives and decision-makers believe that remote, digital sales methods will be part of the new normal. (McKinsey & Company, 2020)
Only 20% to 30% of B2B buyers are willing to interact with reps face-to-face even after the pandemic. (McKinsey & Company, 2020)
83% introduce a more flexible sales process
81% redefine sales roles for different sales methods
72% switch to a different more dynamics resourcing model
13 B2B Trends for 2022/2023: Future Forecasts You Should Know (financesonline.com)
Millennials are comfortable when using a broader variety of channels, devices, and technologies. Also, they expect a consistent experience throughout.
Gen Zers want to do business with companies who give to charities or sponsor events they like
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.
44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% year-over-year (Bridge Group Inc)
Outside Sales Reps Now Spend 89% More Time Selling Remotely Than in 2013.
78% of sales reps engaged in social selling outsell peers who aren’t. [Sprout Social]
73% of executives prefer to work with sales professionals referred by someone they know. [Source: IDC]
Salespeople who actively seek out and exploit referrals earn 4 to 5 times more than those who don’t.
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, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. (Source: Market Guide for Sales Enablement Platforms.)
Sales Organizations Must Adapt to B2B Buyers’ Digital-First Preferences for Future of Sales. (gartner.com)
Partner Ecosystems: Trends, Predictions & 2023 Forecast, Jay McBain - E18 (YouTube.com)
Sales Organizations Must Adapt to B2B Buyers’ Digital-First Preferences for Future of Sales. (gartner.com)
50% of chief sales officers will shift their focus from being leaders of sellers to being leaders of selling
the average deal involves multiple suppliers, a sales rep gets roughly 5% of a customer’s total purchase time
salesforce-state-of-the-connected-customer-4th-ed.pdf
Sales Statistics Show How Teams Adapt to Tough Times (salesforce.com)
72% of sales professionals don’t expect to hit their annual quota.
70% of sales leaders say their company takes fewer risks now than before the pandemic
55% of sales leaders say they’re prioritizing low-risk initiatives with modest guaranteed growth.
28% of their week selling, down from 34% in 2018
66% of sales reps say they’re drowning in tools
94% of sales organizations plan to consolidate their tech stack within the next 12 months
97% of sales leaders and sales operations pros say AI gives reps more time to sell
90% of sales reps on high-performing teams say their leadership encourages them to prioritize long-term customer relationships over short-term wins
81% of sales representatives say team selling helps them close deals
85% of sales leaders say they’re struggling to get budget for headcount
81% of sales reps say they get valuable coaching from their manager
28% of sales professionals expect to meet or exceed quota in the upcoming year — but sales organizations are offering support
5 Capabilities Sellers Must Have to Be Top Performers (salesandmarketing.com)
Top-performing sellers are more likely to:
Lead thorough needs discoveries (58%)
Influence buyer thinking about what to buy (57%)
Collaborate with buyers deeply across the buying process (59%)
Make effective differentiation cases (55%)
Overcome price pressure and maintain margins (81%)
Overcome objections (29%)
Lead highly effective finalist presentations (65%)
We found that top-performing sellers excel here. They are more likely to:
Execute and implement growth plans (65%)
Create compelling ideas to bring to accounts (62%)
Find unexplored opportunities for account expansion (60%)
Top-performing sellers inspire buyers to reach out for advice and ideas, build long-term relationships, and collaborate more deeply than their peers. They are more likely to:
Develop enterprise-level relationships (91%)
Inspire buyers to reach out for advice (88%)
Build long-term, value-based relationships with buyers (63%)
Connect personally with buyers (53%)
For example, top-performing sellers are more likely to:
Remain focused on their agenda and avoid distractions (73%)
Maximize their time in a way to consistently deliver results (62%)
Hold themselves accountable for their commitments (46%)
The research is clear: top-performing sellers are significantly more capable in five critical categories of selling:
Achieving the outcome of value
Winning the sale (opportunity management)
Driving account growth
Succeeding with people
Maximizing personal effectiveness
55 Shocking Sales Statistics in 2023 (Change How You Sell) (close.com)
92% of all customer interactions happen on the phone
85% of prospects and customers are dissatisfied with their on-the-phone experience. General Lead in to all table groups
On average, it takes 8 follow-up calls to reach a prospect.
77% of sales professionals say their sales organization plans to invest “significantly more” or “more” in sales intelligence tools.
$1 spent training your reps should produce $4.53 in return.
Building the Next-Generation Sales Capabilities (mckinsey.com)
400 sales leaders surveyed, 55 percent said that only about half of their sales force has the required capabilities.
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.
But with different stakeholders involved at different purchasing stages, sales leaders will need granular data and AI analytics capabilities to discern what information and which interactions are most helpful to reach specific audiences.
Sellers need to develop 3 top capabilities
80% of sales leaders surveyed ranked analytical and quantitative skills amount the top capabilities to develop
85% believe solution selling will be a core sales capability, requiring strong product knowledge and solution design as well as account-planning skills
85% believe that adopting agile working practices will be critical in coming years
85 percent believe that adopting agile working methods will be critical for success in the coming years
2023 Enterprise Salestech Landscape (vendorneutral.com)
How Digital Sellers Are Changing The Customer Experience (conquer.io)
Digital Seller Capabilities Have Become Prerequisites
Digitally mature companies are 23% more profitable than their less mature peers.
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.
A Quick Breakdown of Ecosystem-led Sales and How AEs Are Closing Deals 46% Faster (crossbeam.com)
23% of GTM leaders said their primary focus for 2H (Second Half) was Ecosystem-Led Sales (or partnerships) to co-sell with partners who already have existing relationships with their prospects.
53% more likely to close when a partner’s involved
Sam Jacobs & Bob Moore: The Future of an Ecosystem-led World | Supernode 2023 (crossbeam.com)
73% of SDR teams are under quota
Ecosystem deals
-53% more likely to close
-46% faster
-58% less likely to churn
Craft a Co-sell Success Story (tackle.io)
Crossbeam
Investor focus on gross margin, the old ways of doing things are not producing
Growth at any cost is not sustainable
Marketers especially are thinking about how can this help me and how will it impact my job
Only 29% of reps are hitting quota
