The Good Old Days Are Gone

Engaging buyers is getting harder. Sending more emails and spinning events may have worked the first 100 times, but not anymore.The modern B2B buying journey has evolved and has created some hard truths for sellers to accept. Buyers need input they trust to keep progressing through their buying cycle. That’s why the world’s leading companies are joining the peer-to-peer selling movement.

TRUTH #1

Buyers don’t trust you.

In fact, they trust the barista at Starbucks more than B2B sales and marketers these days!

marketing and sales has a trust problem

TRUTH #2

Buyers trust other buyers’ opinions.

With low levels of trust in vendors, buyers are turning to their peers for advice before making purchase decisions.

STATISTICS

49% of B2B buyers rank “Peers and Colleagues” as a top choice impacting purchasing decisions rising from 20% in 2015 (DemandGen, 2016 B2B Buyers Survey Report)

There is a 50% greater conversion rate when advocacy is integrated into the sales process. (Mainstay Partners)

People are 4x as likely to buy when referred by someone they know. (Nielsen)

TRUTH #3

Buyers have larger groups to work with.

The average B2B buying committee now averages close to 7 people, which was just 2 a few years ago!

STATISTICS

The average B2B buying group consists of 6.8 people, which has grown from 5.4 in 2014. (CEB)

On average, there are 17 buyer interactions in a committee-buying scenario. Nine of those are human. (SiriusDecisions, 2015 B-to-B Buying Study)

TRUTH #4

Buyers are overwhelmed by vendor content.

While creating content for every stage of the buying cycle is necessary, there’s only so much information a buyer can digest before it becomes noise for them to filter.

STATISTICS

An average buyer gets 100+ emails a day, opens just 23%, and clicks on just 2% of them.   (Tellwise)

45% of B2B marketing budgets are devoted to content marketing. 84% of marketers expect their content marketing spend to INCREASE in the next 5 years…YET…67% of marketers cannot articulate a concrete business impact from their content marketing efforts. (CEB, 2016)

What is Peer-to-Peer Selling?

Peer-to-Peer Selling is about leveraging the voice of your happy customers to influence potential buyers during their purchasing journey. It enables deeper engagement and lessens content overload at every stage of the sale by providing the peer-driven evidence salespeople need to help the buyer progress through each stage.

Peer-to-Peer Selling is a methodology that facilitates the connections between existing customer advocates and potential buyers at every stage of the sales funnel.

P2P Selling is not new. The world’s best salespeople have been selling like this since the invention of the Rolodex. But Marketing is revolutionizing peer-to-peer techniques to enable Sales and impact results by helping sales bring customer stories to their prospects and the market through a wider variety of methods than ever.

“Technology and social media have dramatically changed the way buyers research their purchases before buying. Nowadays, you can Google vendors and get reviews from industry analysts, the press, bloggers, and users. The opinions you read from these sources carry much greater weight than the vendor’s pitches. A buyer already knows quite a bit about their vendors even before reaching out to them. Having a deep pool of satisfied customers who are willing to speak with new prospects is critical to success in today’s world. And I’m thrilled my job is to help facilitate that.” 

Abby Atkinson

Senior Manager, Customer Reference Program, FireEye

Take Action Now

B2B sales has become a customer-centric pursuit, where referrals, peer influence and customer references are king. Start thinking differently and practice peer-to-peer strategies for greater sales enablement and revenue generation. See how RO Innovation’s solutions suite can take your peer-to-peer selling efforts to new heights and schedule a demo today.

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