The adoption of sales technology is at an all-time high. But in too many cases, the rise of sales technology is frustrating for buyers. Sales tech often leads to sellers simply becoming more efficient at spamming potential buyers.
Data gathered for LinkedIn’s 2022 State of Sales report shows that the actions of top performing sellers are paving a better pathway to selling the way buyers want to buy. Top performers use technology, yes, but they don’t use it to simply knock on more doors. Instead they use it to knock on the right doors, finding the welcoming buyers and delivering the right message at the right time.
Our State of Sales report surveyed almost 15,000 buyers and sellers across 11 countries: Australia, Brazil, Canada, France, Germany, India, Mexico, the Netherlands, Singapore, the United Kingdom, and the United States.
Our 2022 State of Sales report surveyed 750 buyers and 750 sellers in the United States and Canada. Here are 6 stats from the report that offer a glimpse of how sales tech is changing the buying process and how top sellers are thriving in this new world.
6 stats that illuminate the future of sales
Remote working facilitates sales: More than half of buyers (55%) say that working remotely has made buying easier.
Top performing salespeople do more research: More than three-quarters (80%) of top performers say they “always” perform research before reaching out to prospects (compared to just 49% for other sellers).
Keeping tabs on your buyers is crucial: The overwhelming majority of sellers (86%) say they have had deals lost or stalled in the past 12 months due to a key stakeholder leaving a client or prospect company.
“The selling process has changed to the buying process is the best way I can put it.”
— Ed Calnan, Chief Revenue Officer, Seismic
Virtual selling is here to stay: A significant percent of sellers (40%) say that they have closed deals over $500,000 without ever meeting the buyer face to face.
Dirty Data is a huge problem: Almost half of sellers (45%) say their biggest data challenge is incomplete data.
“Data is table stakes now. I mean, you can’t sell without data.”
— Matt Heinz, President, Heinz Marketing
Warm outreach is increasingly popular: Only 21% of buyers prefer cold calls as an outreach method.
Download the “2022 State of Sales Report: U.S. and Canada Edition” today.
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