Housekeeping
Speakers
Why this study?
- 61% of the sales process was done in person
- Video conference interaction increased 41%
- Online chat increased 23%
- 75% of buyers and sellers say they prefer the new digital norm
- Per Gartner, 80% of B2B sales will be digital transactions by 2025
What should we expect from here?
- Sellers need to improve the buyer experience
- Buyers want personalized interactions
- Buyers want a simplified purchasing process
Buyer Experience Methodology
This study was conducted by a third-party agency on behalf of Qwilr from March 29 to April 9, 2021. The study included 114 respondents with the following demographics:
An Overview:
So what influences SaaS buyers to purchase?
Buyer influence insight #1:
Buyers want more control over pricing and packaging selection.
From our survey, 66% of respondents said a "build your own" pricing model is important.
Example: Build your own model & interactive pricing
The impact:
- Easier for customers to sign
- Increased average contract size
- Reduction in sales cycle timeline
Buyer influence insight #2:
From our study, 64% said it's important that materials are personalized to their specific needs.
Comments on what's important:
And what would prevent them from buying?
Example: product videos
Example: Integrating with your CRM
Make personalized sales materials quickly by integrating proposal software with your CRM.
Data flow:
The impact:
- 30% reduction in time to prepare documents
- No more errors or version control problems, as data is automatically pulled in from Salesforce
- 87% savings in software costs - separate content and contract management solutions no longer needed
Buyer influence insight #3:
A "simpler process" defined:
Example: combine e-Signatures & Payment directly with your proposal content
The impact:
- Proposal-to-close time reduced by 20%
- Automation with Hubspot data
- Less back and forth
- Changes on the fly
Process modification = bottom-line influence
Takeaways for SaaS sellers:
Take the next step:
Complimentary Buyer Experience Consultation
- Analysis of current practices & collateral
- Schedule your 30-minute session