Studies show that today’s B2B buyers have done more than two-thirds of their decision-making research before they engage with a vendor; 75% start the process with an online search; and 76% leverage their personal and professional networks for guidance and advice. So instead of relying on us to help guide their decision processes, they are holding us at arm’s length. Here are 10 questions that sales and marketing should be asking.
Text of Top 10 Questions Sales and Marketing Should Be Asking
1. 1 2014 SAP AG or an SAP affiliate company. All rights reserved. Top 10 Questions Sales & Marketing Should Be Asking What if we joined forces? #100WhatIfs
2. 2 2014 SAP AG or an SAP affiliate company. All rights reserved. What if the future of sales was marketing? #100WhatIfs Only 8% of B2B companies report good alignment between sales and marketing. SiriusDecisions Study
3. 3 2014 SAP AG or an SAP affiliate company. All rights reserved. What if salespeople thought more like marketers? #100WhatIfs Salespeople reported they strike out around 70-80% of the time they engage with a qualified lead. Source
4. 4 2014 SAP AG or an SAP affiliate company. All rights reserved. What if marketers thought more like salespeople? #100WhatIfs 76% of marketers reported their assets were effective in helping sales; yet, only 46% of salespeople agreed. Source
5. 5 2014 SAP AG or an SAP affiliate company. All rights reserved. What if sales and marketing swapped roles? #100WhatIfs B2B companies with tightly aligned sales and marketing operations achieved 24% faster revenue growth and 27% profit growth over 3 years. SiriusDecisions Study
6. 6 2014 SAP AG or an SAP affiliate company. All rights reserved. What if your salespeople were skilled content marketers? #100WhatIfs On average, decision makers consume 5 pieces of content before theyre ready to engage with sales. Source
7. 7 2014 SAP AG or an SAP affiliate company. All rights reserved. What if your customers didnt need your salespeople? #100WhatIfs More than 2/3 of B2B buyers research is done before engaging with a vendor. SiriusDecisions Study
8. 8 2014 SAP AG or an SAP affiliate company. All rights reserved. What if your sales team thought social first? #100WhatIfs 76% of buyers leverage their social networks before engaging sales. SiriusDecisions Study
9. 9 2014 SAP AG or an SAP affiliate company. All rights reserved. What if marketing and sales committed to each others goals? #100WhatIfs Sales identified enablement as their No. 1 ask of marketing; yet, marketing named demand gen or awareness as their priority. SiriusDecisions Study
10. 10 2014 SAP AG or an SAP affiliate company. All rights reserved. What if your customers were secret shoppers? #100WhatIfs 75% of buyers start their research with search before engaging sales. SiriusDecisions Study
11. 11 2014 SAP AG or an SAP affiliate company. All rights reserved. What if your salespeople became secret sellers? #100WhatIfs 54% of social salespeople have tracked their social selling back to at least 1 closed deal. Source
12. 12 2014 SAP AG or an SAP affiliate company. All rights reserved. #100WhatIfs Learn more about the future of sales and marketing on Business Innovation.
