The Digital Sales Room Template

Buyer behavior has changed and people are now more open to making large purchases without ever meeting in person. According to research conducted by McKinsey, 70 percent of business decision-makers are willing to make a purchase of $50,000 or more without meeting the seller in person, and 27 percent would spend more than $500,000 without meeting the seller.

Closing complex B2B deals can be…complex. It takes months, sometimes over a year. It involves a complicated ongoing discovery process, with many questions from your side, trying to understand if and how your prospect can become a potential business, managing complex POCs, procurement processes, RFPs, navigating competition, and more.

In addition… the selection process on the buyer’s side involves a lot of stakeholders and decision-making steps and is far from being linear as your sales process. While B2B deals used to involve an average of 5.4 people in 2015, they now involve an average of 6 to 10 stakeholders. That’s more than a 30% increase. If that’s not enough, according to Gartner, 90% of the sales process is not spent with you, but rather in researching, internal processes, or other vendors. This means that to most of the buying steps and stakeholders you are actually blind to. It’s no wonder sales cycles are getting longer — and more convoluted.

In addition, while the selling process is complex to navigate and control, have you thought about how it is for your prospects? (Hint, much worse…)

Experience is everything. According to Gartner, 77% of buyers felt that their later purchase was complex or difficult. Furthermore, they found that prospects who experience a high degree of purchase are 3x more likely to buy bigger deals. Focusing on the customer experience, enabling buyers, and making it easier for them to buy will help you build trust, differentiate yourself from the competition, shorten sales cycles, and improve close rates.

Are you ready to be a part of what happens next?