B2B buyers complete 57% of the buying decision before they are willing to talk to a sales professional. If you’re in the sales space then you’re no stranger to this defining statistic. To disrupt, challenge and impact your buyers earlier in their process, you must engage them in a valuable way. Providing commercial insights is the way to go.

The following infographic by CEB describes how sales professionals that act as consultants are able to drive more pipeline and accelerate revenue vs. their peers that don’t. Not surprisingly this data is very close to other findings from other research firms such as Forrester and SiriusDecisions.

Customer Value Through Commercial Insight

[contentblock id=2]

Jose Sanchez

Author: Jose Sanchez

Jose focuses on creating incredible content and a unique experience for Sales for Life’s audience. He is a seasoned professional with 10 years of work in B2B marketing and cross-platform content with a design edge.

Leave a Reply

Your email address will not be published. Required fields are marked *

Related Blogs

Jan 29, 2019 11:15 pm
What is the Difference Between Social Media Marketing and Social Selling?

When sales and marketing work well together, social media marketing and social selling are powerful strategies for driving revenue. In fact, as recent social media statistics state, 64% of Twitter users and 51% of Facebook users are more likely to buy the products of brands they follow online.

Nov 23, 2018 10:00 pm
Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA

When you walk the sales floor, or conduct your 1-on-1’s with your sales team this week, pay attention to the “random acts of prospecting”.  Seller A is so different than Seller B, and Seller C has no plan, and Seller D is so objective with their process”. You’re not alone! These are very common things … Continue reading “Eliminate “Random Acts of Prospecting” with an Activation Cycle – SLA”

Nov 20, 2018 10:00 pm
Long Sales Cycles Require “Learning Paths” to Align the Buying Committee

Does your sales team have 6-18 months sales cycles? Is the buying committee involves 5-10 people on every customer transaction? Does it feel like your sales team needs to draw from everything they’ve learnt in The Challenger Sale, Customer Centric Selling, and Value Selling… insert sales methodology here?

Nov 2, 2018 2:00 pm
To jump, or not jump – off the “digital sales cliff” without a parachute?

Today I was with a Global 50 conglomerate’s learning and development (L&D) team talking about making the big plunge into digital sales. The sales team has been selling face-to-face in nearly 100% of their accounts – at the detriment of a bloated CAC (Cost of Customer Acquisition). As their L&D team puts it “we’re spending … Continue reading “To jump, or not jump – off the “digital sales cliff” without a parachute?”