More companies to invest in sales tools

New Ideas in MarketingEssential news for marketers, summarised by YouGov
May 21, 2021, 1:24 AM UTC

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.”

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