According to the Lightspeed sales benchmark report for 2023, win rates decreased for 42% of companies surveyed. The larges decreases happened for initial sale prices of $250k+.
The leading reasons are:
- Lost project funding 58%
- Decided to do nothing 44%
- Went silent 41%
- Decision maker left 25%
See also:
Links to this note
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A collection of benchmarks for B2B businesses (mostly relevant for early-stage SaaS).
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In-Person Selling Fell from 61 Percent to 29 Percent
Before COVID-19, the majority of B2B selling happened in-person and over email and phone calls (61%). After, only 29% of selling is being done that way and sales over video calls increased from 38% to 53%. Also, 70% of B2B buyers say they are willing to make purchases above $50,000 entirely remotely (27% would be willing to make purchases above $500k).
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How to Set up an Inbound Sales Motion
It should be repeatable, measurable, and profitable. Every product and business is different. This will focus on a B2B SaaS product.