Jun 29, 22 | 5 min read
State of Sales Linkedin 2022 report
Reading time: 4 minutes
Few outside the sales industry may know this, but LinkedIn publishes a Global State of Sales report every year . The focus of the latest report was on how:
the pandemic interrupted the sales process to improve it;
The rise of technology stacks is affecting performance
Top sellers are taking advantage of these trends to get ahead.
Since LinkedIn is the leading social media platform for B2B sales, many sales reps and managers will use these findings to adjust and confirm if they are using best practices, but there are also many takeaways that marketing teams should be aware of .
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What Sales learned: Research is the key
What Marketing Can Learn From All This: Names and Contact Information Aren't Enough to Drive Sales
One thing that is undoubtedly true is the fact that top salespeople do far more research than less-performing salespeople. A full 76% of top salespeople stated that they “always” do research before reaching out to a potential prospect. Only 47% of other salespeople made the same claim.
This is in line with the report's findings christmas island email address that true "cold" calls are disappearing, and "warm" calls are the standard for top performers, with 88% of salespeople saying they engage in "warm" calls.
The report says sellers now need to do "much more" research on buyers before reaching out than they did before the pandemic.
68% of buyers say they are unlikely to engage with a salesperson who communicates information that is irrelevant to their job, so it is important for sales professionals to understand the following before reaching out:
Have an idea of your business needs;
Understanding the role of the lead in the purchasing process ;
Provide personalized communications.
When buyers receive messages that are relevant to them or that challenge their current way of thinking, they respond well.
Marketing can help your sales team by providing qualified leads with meaningful sales intelligence data...
What Sales learned: Sales technology stacks are growing
What Marketing can learn from all this: Sales intelligence and CRM tools are the most important to invest in #SMARKETING
The vast majority of salespeople said they planned to use sales technology “much more” or “more” often this year than in previous years.
The top sales technology types ranked first were CRM and sales intelligence tools, which tied for first.
Marketers overwhelmingly say incomplete data is a major problem for them. Nearly half of all marketers (45%) say they have lost sales because they have incomplete data that doesn’t fully match what they know to be true about their customers.
Using buyer intent technology to find prospects who are ready to buy right now is becoming more critical to the sales process. Nearly 85% of salespeople say determining buyer intent is important to their sales organization.
Sales organizations are using a variety of tools to measure buyer intent. Topping the list is LinkedIn Sales Navigator , but I would like to shamelessly include another technology, Ion, Rock Content’s interactive platform , which can be used to collect meaningful business data on leads and stimulate sales with personalized sales intelligence insights
.What Sales learned: Salespeople only spend about 25% of their time selling
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What Marketing Can Learn From All This: When you look at sales “activities,” you’re only seeing a small part of the work.
