Technology has completely changed the buying process. LinkedIn’s State of Sales 2022 report showed how salespeople are prospecting to adapt to the new world of digital sales. Check it out and get ready!
State of Sales 2022
To carry out the research, LinkedIn interviewed almost 15,000 buyers and sellers in Brazil and in 10 other countries: Australia, Canada, France, Germany, India, Mexico, the Netherlands, Singapore, the United Kingdom and the United States.
Regional insights are not yet available for Brazil, but as soon as the numbers become available we will update this article. So don't forget to save the link to your favorites!
Statistics on how sales technology is changing the buying process
Check out the main data collected by LinkedIn's research!
Salespeople research before contacting the lead
When LinkedIn compared salespeople's profiles, the company ukraine whatsapp data found that 76% of the most qualified salespeople said they always researched more information about a lead before even contacting them. When compared to professionals with beginner profiles, only 47% said they did this.
Sales professionals are spending more time on other activities
According to the research data, as funny as it may seem, salespeople only spend 30% of their time actually presenting proposals. The rest of their day is spent performing administrative tasks and other activities not specifically related to this conversion goal.
This demonstrates the great value of time spent on negotiation. After all, the less time spent, the better it should be used. Proposals must be assertive and punctual!
Losing the focal point of a negotiation impacts most salespeople
81% of respondents said they had lost or stalled negotiations in the last 12 months due to the departure of the company/brand focal point they were in contact with.
However, it is essential to seek out other contacts within the company as soon as possible, so that the timing of the proposal is not wasted.
Leads with incomplete data are a problem for salespeople
Capturing relevant data from leads is a task that requires nurturing. A user’s points of contact with your brand’s content must be taken full advantage of.
One tip is, even if the lead is already in your database, to send specific emails to gather additional information. You will be surprised at how valuable contacts you will find that were hidden in your segmentation lists!
Buyers want to be convinced by sellers
Research has revealed that 89% of buyers say they are more likely to consider a brand if a salesperson changes their mindset. While it’s not an easy task, salespeople can prepare to overcome any objections that arise by first analyzing the profile and data of the lead in question.
Inbound Marketing is an excellent strategy to do this, without taking up the sales team’s time!
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