B2B Sales Acceleration: Help Buyers Buy

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Speed is crucial when it comes to closing a deal and making more sales. Developing that speed takes time, practice, and determination.

Sabrina Ferraioli shared some of her knowledge about closing B2B deals in this post for Business 2 Community:

According to an article in Forbes by Ken Krogue, one of the keys to sales acceleration is to pick up the phone. While new, shiny tools are exciting to marketing leaders, in the end, what’s most important is increased sales.

It turns out that to help buyers buy, which is what you have to do to sell faster, you actually have to talk to them. What’s interesting, however, is that you don’t need to have a face-to-face conversation. This isn’t just speculation. Research proves it.

The Data Tells the Story

InsideSales.com showed that on average inside sales teams close deals in 69 days while outside sales take 144 days.

A little math is in order. Inside sales programs slash the sales cycle by more than 50 percent!

Why is inside sales so much more efficient?

Part of it may be that most buyers don’t want to meet in person. According to Sales Benchmark Index, 70% of purchasers prefer not to have a face-to-face meeting. They’re quite happy with virtual meetings. After all, today, everyone needs to get more done in less time, and face-to-face meetings tend to eat up more hours than necessary. In virtual meetings via the web or teleconference, you can educate buyers, helping them find the solution that fits their needs. In most situations, there’s no need to sit across the desk from them.

Given that inside sales can shorten the sales cycle and is also more cost-effective, it’s no wonder that there is an ongoing shift in the composition of sales forces. The ranks of road warriors with their hefty travel budgets are shrinking, while the number of salespeople inside the walls of the building — yours or a vendor’s — is expanding.


You can read the entire article HERE
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