The Internet has changed the B2B sales process forever. The buyers are now in the driver’s seat and the days of consultative selling are over. No longer is your sales team

the conveyer of information for research.

B2B BUYING TEAM

5.4 THE AVERAGE BUYING

TEAM SIZE

37% OF THE WAY

THROUGH THE

BUYING PROCESS SOLUTION CONSENSUS

STARTS TO FORM

VENDOR ENGAGEMENT

1ST VENDOR TO ENGAGE

WINS THE DEAL

SOLUTION CONSENSUS FORMATION

BUT…

YOU’RE INVITED!

RSVP 60% THROUGH BUYING

PROCESS

PROSPECTS ENGAGE WHEN ALMOST VENDORS

AND…

63% OF THE TIME

EARLY ENGAGEMENT IS KEY

HOW CAN YOU WIN? HARNESS THE POWER OF PREDICTIVE ANALYTICS

©  2014,  Prely-x  LLC  

58% OF MARKETERS HAVE

PREDICTIVE MODELING ON THEIR

WISH LIST CURRENT LEAD CONVERSION RATES

ON

AVERAGE

.75% OF B2B

LEADS CONVERT TO A

SALE

IMPROVING RESULTS

USING

PREDICTIVE LEAD MODELING IMPROVES

CONVERSION RATES 79%

Brought  to  you  courtesy  of:    

www.prel-x.com    

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STATISTICAL REFERENCES

2.  h?p://www.forbes.com/sites/patrickspenner/2013/10/21/youre-­‐doing-­‐it-­‐wrong-­‐demand-­‐genera-on/    

3.  h?p://www.execu-veboard.com/exbd/sales-­‐service/the-­‐end-­‐of-­‐solu-on-­‐sales/index.page    

4.    h?p://www.smartsellingtools.com/blog/2014/01    

1.  h?p://www.execu-veboard.com/blogs/when-­‐emo-ons-­‐impact-­‐a-­‐sale/    

6.  h?p://b2bmarke-ngdirec-ons.blogspot.com/2013/08/an-­‐inconvenient-­‐truth-­‐about-­‐b2b-­‐demand.html    

5.  h?p://www.decisiontreelabs.com/    

7.  h?p://www.marke-ngsherpa.com/ar-cle/case-­‐study/lead-­‐scoring-­‐effort-­‐increases-­‐conversion      

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