- Published in Reports
The stakes are increasingly high for decision makers involved in business-to-business purchases of solutions and services. As the long-term implications of investments, implementations and integrations are evaluated and scrutinized, organizations are increasingly extending the number of stakeholders involved, taking more time to assess risks/rewards and utilizing access to peer insights before moving forward with a purchase.
According to the preliminary findings of Demand Gen Report’s 7th Annual B2B Buyer Survey, respondents cited risk aversion, the critical element of timing, and increasing reliance on peer reviews as crucial influences in the buying journey.
According to a recent survey, B2B sales and marketing professionals rely heavily on virtual conversations with prospects and customers, yet few of them have the training or tools necessary to make the most of these interactions.
The survey, conducted by sales and marketing messaging company Corporate Visions, polled more than 600 salespeople and marketers about their business practices in virtual environments – including phone, email and web-based formats. Nearly two-thirds of the respondents said they usually conduct virtual sales calls to group audiences, and 42% of those surveyed said their audiences typically include high-level executives.