BUYERS’ PERCEPTIONS DIFFER FROM SELLERS’

65% OF SELLERS SAY THEY “ALWAYS” PUT THE BUYER FIRST. ONLY 23% OF BUYERS AGREE THAT SELLERS “ALWAYS” PUT THE BUYER FIRST.

ONLY 39% OF SALES PROFESSIONALS SAY THEIR SALES ORG DELIVERS THE BUYER-FIRST BEHAVIOUR OF PROVIDING FREE AND EASY ACCESS TO PRODUCT REVIEWS “ALL THE TIME”.

JUST 43% OF SALES PROFESSIONALS SAY THEIR SALES ORG STAYS ACTIVELY ENGAGED AFTER THE SALE TO ENSURE VALUE DELIVERY “ALL THE TIME”.

SALES BEHAVIOURS KILLING DEALS

48% DELIVERING MISLEADING INFORMATION ABOUT A PRODUCT AND PRICE

44% “NOT UNDERSTANDING MY COMPANY AND ITS NEEDS”

43% NOT UNDERSTANDING THEIR OWN PRODUCT OR SERVICE

DATA FROM LINKEDIN’S “STATE OF SALES 2021: UNITED STATES & CANADA EDITION”, BASED ON SURVEY DATA OF MORE THAN 400 BUYERS AND 400 SELLERS, ANALYSIS OF LINKEDIN PLATFORM DATA, AND INTERVIEWS WITH DOZENS OF SALES LEADERS.