The idea of a “sales call” is as old as sales itself. However, as buyers are constantly changing, the challenges salespeople face in creating mutually-valuable sales calls are different – and increasing – from just a few years ago.
A full 91% of the World-Class segment in our 2019 World-Class Sales Practices Study reported consistently and collectively conducting mutually-valuable sales calls, compared to 43% of all study participants. (click to tweet)
Some insights from one of our other studies help put the huge impact of this practice into context. Our 2018 Buyer Preferences Study revealed that 70.2% of B2B buyers prefer to engage sellers late in the buying process, when they have already defined all of their requirements. Even worse, there is another group of executive buyers (more than 40%) that usually engages sellers even later, when they have already decided on their solution. In parallel, buyers don’t perceive salespeople as one
