6 Illuminating Stats Reveal the Future of Selling
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. 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.
Top performers do more research:
More than three-quarters (76%) of top performers say they “always” perform research before reaching out to prospects (compared to just 47% for other sellers).
Selling time is more and more precious:
Sales professionals spend less than one-third of their time (30%) actually selling, spending more time on administrative and other non-selling duties.
Keeping tabs on your buyers is crucial:
More than eight in 10 sellers (81%) say they have had deals lost or stalled in the past 12 months due to a key stakeholder leaving a client or prospect company.
Virtual selling is here to stay:
About 1/3 of sellers (31%) 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.
Buyers want to be challenged by sellers:
89% of buyers say they are more likely to consider a brand if a seller changes the buyer’s way of thinking.