The world of B2B sales isn’t what it used to be; it’s evolved dramatically. Multi-channel marketing methods have increased the number of digital touchpoints in a buyer’s journey over time, complicating sales funnels. Other competing responsibilities for Sales Development Representatives (SDRs) divert attention away from the activities that directly create money. In fact, only 33% of sales reps’ time is spent actively selling, according to studies. So, what can you do to boost your sales team’s productivity? Let’s have a look at it…

B2B buying behaviors – how does it affect sales?

Prospects are conducting more research than ever before making a purchase, and the B2B buying experience has begun to mirror the branching routes of a B2C trip, thanks to the growing number of digital touchpoints. However, during the consideration stage, when a B2B customer is weighing their alternatives, up to 60% of buyers want to speak with a sales representative.

Align your sales strategies with your buyer’s journey while evaluating your sales enablement approach to assist capture your prospects at the right time. Making touch with a prospect when they are evaluating your product or have connected with your website can help get a potential customer closer to a sale by increasing conversion rates by 26 percent. However, in order to do so successfully, you’ll need to use the right analytics tools.