Article: The Prospecting Technique That Helps Salespeople Close Better Deals Faster

Reaction: 🎯

Take away: Your web leads are a source of VERY active buyers. Having your salespeople focus time on active buyers is not only more effective but this is the ONLY thing that makes sense.

70% B2B purchases are defined (researched) before reaching out to a sales rep. This demonstrates that websites (and other digital tactics) are table stakes to attract customers in a B2B business model. Your digital program gets you in the door. Web leads are invested. They have made the investment of their time.

Let’s take a look at the investment...

1. Search online

2. Filter through the results

3. find interesting content

4. read that content

5. Decide they like what you have to say and what to hear more

6. Fill out a form

These clicks, scrolls and reading time should be viewed as investments. Your web leads are invested in the relationship. So your digital program has to bring them in the door BUT what you do with them once they are there is up to you.

In fact, 65.2% of B2B buyers said that they found value in discussing their situations with salespeople.

Additional sources https://www.millerheimangroup.com/resources/news/study-half-of-b2b-buyers-make-up-their-minds-before-talking-to-sales-reps/

https://www.themarketingblender.com/statistics-boost-sales/