Improve Deal Quality by Orchestrating Sales and Marketing Efforts

Analyst: Elizabeth Jones

When B2B buyers encounter consistent information from the supplier website and sales reps, they are 2.89 times more likely to complete a high-quality deal, but over half (58%) of buyers agree that the information on the supplier’s website conflicts with the seller or subject matter expert.

Sales activities and digital marketing efforts often conflict with the buying journey. This results in buyers potentially missing value or relevance in the information received from sales or marketing, decreasing seller effectiveness and revenue opportunities.

Furthermore, buyers prefer to engage with suppliers digitally, but often find that digital is lacking the information they need, and sellers frequently provide inconsistent and equally unhelpful information. This decreases the customer’s confidence in the information, stalls deals, and results in smaller deal sizes or lost revenue.

Explore how product marketers and marketing teams can partner with sales to engage buyers through orchestrated human and digital interactions to improve deal quality.

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