Sales reps say they spend the same amount of time or less time in face-to-face meetings with customers. Digital tools such as mobile apps are rapidly becoming more and more indispensable. Sales executives expect mobile sales app usage to grow by 70% by 2020 – potentially meeting the 73% of business buyers who say that on-demand interaction is key to getting their business. Sales funnels have become more complex Sales funnels are becoming increasingly complicated and demanding due to the proliferation of digital channels and other factors. B2B companies now face similar expectations and challenges as B2C companies.
Today for example, 82% of business buyers want the same experience as buying as a consumer, while 79% say it's easier than ever to do business elsewhere. Sales and marketing teams must adapt to these increasing demands. They need to work more closely together. While marketing staff will still hand Israel phone number list off leads to the sales team at some point in the funnel, they need to stay engaged to maximize customer engagement and ambassadorship. early in the process to provide more qualified leads and conversions through their knowledge of the customer.
Analytics is now an essential sales funnel tool Perhaps the biggest change in the sales funnel in the past twenty years is the availability and use of data. In the State of Sales survey, analytics and sales reporting top the list of technologies and 68% of teams receive data insights about sales, customers and prospects. Data insights are changing the way sales and marketing teams make decisions. Sales reps now rely less on their intuition when following up on opportunities. Readiness data analytics is now the most popular lead prioritization method – twice as popular as intuition. “Time is money for a salesperson,” said Tony Rodoni , Salesforce EVP, Commercial Sales & Market Readiness. "You have to know what's most important to do now and what to do next.