Sales Teams Must Adapt to the New Customer Buying Journey

SALES TEAMS MUST ADAPT NEW CUSTOMER BUYING JOURNEY ECO Customers have changed how they buy. Most sales teams have been slow to adapt. The best teams are addressing these obstacles to improve customer engagement and deliver better performance. This infographic tells the story and shares resources for you to support your sales team to thrive. 1 THE BUYER'S JOURNEY IS RAPIDLY CHANGING The majority of the buying process is complete before a sales rep is engaged 57% Buyers source the majority of their information online (where historically they got it from sales) 67% B2B buyers prefer to receive content unique to their buying stage 76% Buyers prefer companies that provide engaging/valuable content 95% SALES TEAMS ARE ILL-PREPARED FOR THE CHANGE 2 29% 7% Percentage of sales reps who B2B customers perceived as adequately prepared for a first sales call Percentage of sales reps who will earn a second call with a B2B customer 3 SALES PERFORMANCE IS TAKING A HIT increase of the average 22% sales cycle length in the last five years of sales people do 67% not attain their individual quota B2B sales deals ends in either 72% a) a formal “no" b) no decision SALES ORGANIZATIONS MISTAKENLY INVEST IN 4 TRADITIONAL ANSWERS TO A NEW CHALLENGE 68% of firms have not identified and defined their marketing and sales funnel Firms are incorrectly investing in capability development to remedy this issue; thinking that this will lead to greater 49% customer access of B2B Companies do not use predictive analytics to provide insights for customer interactions SALES TEAMS WH0 HAVE RE-ENVISIONED THEIR MODEL ARE SEEING DRAMATICALLY IMPROVED RESULTS 14.5% 9% Companies that excel at content based lead A connected marketing and sales funnel enabled by marketing automation drives a 14.5% increase in sales Reps who “sell socially" and incorporate content aligned to the buying process are 76% more likely to be high performers nurturing have 9% more sales reps making quota productivity GO LOOKING TO LEARN MORE? MarketBridge offers these resources to help you move forward. The Digital Bridge The latest news and best practices in digital marketing, sales enablement, and customer analytics 1. Digital Sales Coverage ROI Calculator See the potential cost savings and revenue growth from implementing J. Digital Sales Coverage Digital Sales Coverage Webinar Learn how to improve sales productivity in 5 steps with Digital Sales Coverage 2. 4. Ask the Expert Learn more about Digital Sales Coverage and other solutions for sales from a MarketBridge expert Access these resources at market-bridge.com/sales-resources SOURCES SFDC & TAS Group CSO Insights Marketing Sherpa Sirius Decisions IDC Nucleus Research Topo HQ, 2013 Pardot/SFDC CEB Gartner ABOUT MARKETBRIDGE MarketBridge is a leading technology enabled services firm, providing digital customer engagement, sales enablement, and predietive customer analytics solutions for Fortune 1000 and emerging growth companies. MARKETBRIDGE GO-TO-MARKETTM 1-888-GO-TO-MKT to the