B2B salespeople spend roughly two-thirds of their time selling in virtual environments—via the Web and telephone—yet most companies haven't adapted their sales skills or content marketing tools to deal with this new reality, according to a new report by Corporate Visions.
Sales and marketing teams are not prepared to sell in virtual environments: 58% of surveyed B2B sales and marketing professionals say they have insufficient (27%), little (10%), or no training (21%) in how to deliver compelling messages in virtual environments.
Only 9% of B2B sales and marketing professionals say they have extensive, relevant training in how to communicate in virtual selling environments.
Below, additional findings from the Corporate Visions Q1 2012 Sales and Marketing Messaging Report, based on a poll of 600 B2B sales and marketing professionals.
Tools, messages are lacking
More than one-half (53%) of sales and marketing professionals lack the necessary tools (e.g., content) for communicating effectively in virtual environments, citing no tools (10%), few tools (11%), or insufficient tools (32%).