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

Login First!

Related Blogs

Sep 20, 2019 1:04 pm
Social Media for Sales vs. Social Selling: What’s the Difference? [Infographic]

For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things:

May 6, 2019 9:00 pm
Frontline Sales Managers Are The Key To Your Social Selling Success

Over the last two weeks, two prospective customers have approached me with different ideas they had for their businesses.

Apr 9, 2019 9:05 pm
Why You Should Include Video Marketing in Your 2019 Marketing Budget

Video marketing is getting more popular and effective every day. Marketers from all over the world are using videos to achieve a variety of different goals. Video is not only a useful educational tool, but they also help users to understand products and services, Website traffic sources show that videos not only cover a good … Continue reading “Why You Should Include Video Marketing in Your 2019 Marketing Budget”

Mar 30, 2019 9:01 pm
Today’s Challenging State of Selling

Turning potential prospects into customers is no longer easy for salespeople.  Why? The modern buyer has transformed. Today’s modern buyer is drastically different than buyers of the past, and the buying cycle has also changed significantly.  What can salespeople do to adapt to these changing times?