Introduction to Research
This report brings together the findings of our extensive B2B sales survey, evaluating how different sales-related techniques such as social selling impact the performance of salespeople.
The key factors considered in the report are position in the company, industry, company size, sales cycles and training.
Most used sales techniques in B2B industries
Smaller companies are faster at closing deals
47% of the salespeople in smaller companies are closing deals in just one to two calls
When thinking of sales, you may think we need to learn from the biggest teams. However, there doesn’t appear to be a strong link between sales performance and company revenue.
Training, Training, Training
42% of respondents haven’t received any social media for sales training
Four out of five respondents who did not reach their sales target also have not received social media training at their current company.
Team members that have received formal training on how to use social media as a B2B salesperson
