LinkedIn surveyed 400 buyers and 400 sellers for its annual “State of Sales” 2021 report.
When making purchasing decisions, 48% of buyers cited misleading information about products and prices from sales teams as deal breakers, according per the report. Buyers (44%) report that deals suffer when salespeople don’t understand customer’s company's needs and 43% note there are times when salespeople lack in knowledge of their own products.
Most buyers preferred purchasing products virtually. 48% of the survey participants made deals of $500,000 or more without meeting the prospect in-person. However, salespeople (65%) feel that working remotely has been more challenging than previously predicted.
Sales managers (67%) shared similar sentiments about managing a remote team. Further, 77% of sales professionals said their companies plan to invest in sales intelligence tools “significantly more” or “more.”
[3 minute read]