“It’s so tough to sell?”… A sentence reflects the drop in the number of sellers meeting or exceeding their quotas with only 53% of all sales organizations, surveyed, hitting their target numbers. The reason is that today’s buyer expectations are changing faster than today’s sellers can adapt and evolve, creating a chasm that sales organizations are struggling to close.
Without further ado, here are the main highlights uncover the growing buyer-seller gap and what B2B buyers think of B2B salespeople:
Data were driven from 500 B2B buyers, globally, working for medium to large-sized companies – $250M USD or greater – and who made purchases of $10K USD or greater. Respondents came from 25 industries and represented 21 countries. (Note that buyers in the general sense mean: business professionals making business purchases. The study was not exclusive to procurement professionals).
Respondents represent 25 industries and represented 21 countries. 50% of the responses were from North America, 18% from APAC, 30% from EMEA and 2% from LATAM.