Some 85% of B2B companies say their sales team's ability to articulate product/service value is one of the most critical factors in closing deals, according to a recent report from Corporate Visions.

The report was based on data from a survey of more than 500 B2B marketers and salespeople from around the world who were polled about their sales messaging strategies and training.

Additional key findings from the study:

  • 41% of companies ask their salespeople to role-play practice product/service value messaging in front of others.
  • 49% of respondents say managers are responsible for ensuring that value messaging is practiced and coached; 36% say the training organization is responsible; 34% say no one is inspecting messaging proficiency.
  • 33% of respondents say their company's salespeople do not to submit videos of themselves delivering messaging for feedback; 36% say salespeople are usually not required to submit videos; 21% say they do sometimes; 6% most of the time; 3% all of the time.

Check out the infographic below for more insights:

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image of Ayaz Nanji

Ayaz Nanji is a digital strategist and a co-founder of ICW Media, a marketing agency specializing in content and social media services for tech firms. He is also a research writer for MarketingProfs. He has worked for Google/YouTube, the Travel Channel, AOL, and the New York Times.

LinkedIn: Ayaz Nanji

Twitter: @ayaznanji