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The Rules of Sales Engagement Have Changed {Infographic}

Did you know that 68% of buyers prefer to research information about purchasing options on their own? In fact, 60% prefer not to interact with a salesperson at all!1  What’s a salesperson to do to get buyers to engage?

A commissioned study conducted by Forrester Consulting on behalf of SalesLoft found that “while increasingly independent, prospective customers will engage with knowledgeable, empathetic, and informed sellers who provide relevant information and insights tailored to their business and needs.”2

Translation: The rules of (sales) engagement have changed. Sales professionals can’t afford to come across as unprepared or pushy. B2B buyers now expect sales experiences.

How exactly can sellers accomplish this? From Forrester:

To address this challenge, revenue-producing teams are adopting customer-obsessed sales engagement strategies, ones that harness customer data and technology to personalize sales communications, establish a human connection, and drive decisions based on how buyers really buy. Top firms are turning to sales enablement technologies to help produce these outcomes: Half of the sales and marketing professionals that Forrester surveyed last year said their sales enablement budgets increased in 2018 relative to 2017, with 27% reporting investment increases of more than 15% compared to the prior year.3

SalesLoft commissioned Forrester Consulting to conduct a Total Economic ImpactTM (TEI) study to examine the potential return on investment (ROI) enterprises may realize by adopting the SalesLoft sales engagement platform. Our platform enables firms to create a personalized, scalable, and consistent go-to-market process across the sales organization.

Using the Forrester Consulting TEITM report, we created an infographic to demonstrate some of the topline results from the study. Keep reading if you’re interested in how SalesLoft’s sales engagement platform enables organizations to create a personalized, scalable, and consistent go-to-market process across the sales organization. Or simply if cost savings are of interest to you.

Oh, and there’s a fun fact about the cost of Alaska.

Forrester TEI Report Findings

SalesLoft TEI Stats Infographic


Interested in learning more about how SalesLoft’s sales engagement platform can transform your sales organization?  Download the full report here.

SalesLot Forrester TEI Study

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