Modern Strategies for B2B Sales Success
Modern strategies
for B2B sales
success
How leading sales
organizations leverage
technology to win
The sales landscape
is increasingly
complex
Larger buying teams
& longer sales cycles
Average sale involves 10 people
over 17 weeks
More information
available to buyers
45% are using more sources to
research and evaluate purchases
Buying experience
matters more
than ever
89% of business buyers say
experience is as important as
products and services
How are leading sales
teams managing these
changes?
By using modern
technology to unlock
more efficient workflows
High-performing sales team
priorities
1
2
3
Increase selling time
with customers
Improve customer
experience
Use data to make
informed sales decisions
Companies that exceed
their sales goals are early
adopters of technology
77% of leading
organizations are
early adopters of
technology
compared with
only 45% of
underperforming
sales teams
4X
High performers are
4 times more likely to
be a frequent adopter
of new technology than
an occasional one
Automation is the key to
maximizing personalized
sales efforts
Which sales activities are
companies automating?
41%
Data entry
39% Prospect outreach
39% Contact generation
37% Contract execution
36% Prospect monitoring
33% Order management
31%
Pipeline management
14%
Post-sale actions
80% of sales
teams process
over 500 contracts
each month ...
but few are
automating the
entire process
Prepare
91%
of sales teams are still preparing
contracts manually
Sign
20%
of sales teams are still sending most
contracts out for physical signature
Act
41%
of sales teams are relying on manual
copying of data from completed
contracts to systems like a CRM
Manage
55%
of sales contracts are stored in filing
cabinets or shared drives that cannot
be searched from a single interface
Results
Leading sales teams are using the Docusign
Agreement Cloud to automate contracting
in their sales process to free up more
personal selling time
90%
300%
20%
$
of contracts signed
in less than one hour
more satisfied
customers
increase in CRM
adoption
4-6M
annual savings
Learn how a digital
system of agreement
can give your sales team
an advantage
Do business faster by
automating how you
prepare, sign, act on and
manage agreements.
Learn more
Sources
1. Gartner:
-complexity-on-and-offline
2.
-real-time-interaction/
3. Salesforce:
4. Sales Thought Leadership Research by Paradoxes, Inc. January 2020
5. A commissioned study conducted by Forrester Consulting on behalf of DocuSign, January 2020.
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