Databook survey finds 91% of B2B sellers are more successful when they can speak to complex business problems, but many lack tools and resources to address financial pain and urgency for buyers
Palo Alto, CA – March 27, 2023 – B2B sellers have less time and more pressure than ever to build relationships and close deals. According to a Gartner® report, “Relatedly, B2B buyers report spending exceedingly little time with sales reps. Only 17% of the total purchase journey is spent in such interactions. Considering the average deal involves multiple suppliers, any given sales rep has roughly 5% of a customer’s total purchase time”.  With limited access and plenty of self-service information available to buyers, sellers need to evolve their approach to make the most of the time available.
Databook, the pioneer and leader in Strategic Relationship Management, today released key findings from an online survey of 800 B2B sellers that reveals that, in the face of B2B sales shifts, sellers are hungry to uplevel conversations to connect the buyer’s financial pain and urgency to the solution they are selling. Sellers overwhelmingly report that they’re more successful when they speak to business dynamics and executive priorities — but many don’t have the resources and tools to do this at scale. Key findings include:
“This study reinforces that B2B sales success depends on speaking to the handful of initiatives that matter most to the C-suite, but this remains difficult to put into practice,” said Anand Shah, CEO of Databook. “We believe sellers shouldn’t need to be Wall Street analysts to use financial data to show how their solutions tie back to corporate strategies and impact careers and MBOs. SRM makes it easy to do the right thing, instantly giving sellers what they need to deepen customer connections and have more meaningful executive conversations at scale.”
“We believe sellers shouldn’t need to be Wall Street analysts to use financial data to show how their solutions tie back to corporate strategies and impact careers and MBOs.”
CEO, CO-FOUNDER, DATABOOK
 Gartner, Inc., 5 Ways the Shift in B2B Buying Will Reconfigure B2B Selling, Brett Adamson & Nick Toman, Refreshed 24 March 2022, Published 10 December 2020. GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally and is used herein with permission. All rights reserved.
Databook is the pioneer and leader in Strategic Relationship Management (SRM). The company’s award-winning SRM platform leverages advanced AI and NLP to empower the world’s largest B2B sales teams to create, manage, and maintain strategic relationships at scale. The platform ingests and interprets billions of financial and market data signals to generate actionable sales strategies that connect the seller’s solutions to a buyer’s financial pain and urgency. On average, Databook clients achieve 5x more customer meetings, 3x more pipeline, 2.5x larger deals and 1.5x faster cycle time. For more information, visit databook.com.