B2B Sales and Marketing Lack Tools for Effective Selling Conversations

©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.

Marketing Profs 

B2B salespeople spend roughly two-thirds of their time selling in virtual environments—via the Web and telephone—yet most companies haven’t adapted their sales skills or content marketing tools to deal with this new reality, according to a new report by Corporate Visions.

Sales and marketing teams are not prepared to sell in virtual environments: 58% of surveyed B2B sales and marketing professionals say they have insufficient (27%), little (10%), or no training (21%) in how to deliver compelling messages in virtual environments.

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