A Databook survey revealed that B2B sellers face more pressure and have less time to build relationships and close deals.
Databook questioned 800 B2B sellers through an online survey for its research.
Nine in 10 sellers (91%) said they were more successful when they solved complex business problems for possible buyers.
- Though 80% of respondents said understanding a company's financial performance is essential to engage with its executives, less than 30% have quarterly or annual reports to create sales narratives.
- However, 83% of the sellers who significantly exceeded their quota used financial data in their sales process.
- The top three challenges sellers faced in using financial data were not including it in the company's sales motions, the time required, and the lack of tools to make it easy.
- In addition, two in three buyers surveyed felt email outreach from sellers was robotic and impersonal.
