On this week in sales we’ll be looking at: 

* Whether it’s finally the end of the line for B2B sales calls* We’ll be looking at a recent “the state of deals” report that suggests that B2B decision making is happening faster than ever before. * We’ll uncover how sales enablement works in a socially distanced world

And much more!

This Week In Sales hosts:

* Victor Antonio – Youtube.com/user/salesinfluence* Will Barron – Salesman.org/Youtube

Topics:

The End of the Line for Sales Calls?

70% of B2B decision makers say they are open to making anew, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000.

The amount of revenue generated from video-related interactions has jumped by 69% since April 2020. Together, e-commerce and videoconferencing now account for 43% of all B2B revenue, more than any other channel.

https://www.happi.com/contents/view_breaking-news/2020-10-24/the-end-of-the-line-for-sales-calls/

PandaDoc Releases State of Deals: 2020 Summer Edition

Post-pandemic buyers are making decisions much faster: The time to sign a document from March to June decreased to 2-3 hours, a steep 53% drop from January when the median time for a recipient to complete a document was about 6-7 hours.

Despite the expectation for slower sales as a result of the pandemic, the completion rate on deals from April to June jumped to 67% – the highest average completion rate on PandaDoc.

The volume of deals initially decreased early on in the pandemic, but rebounded and were up overall by 38% in June.

https://www.pandadoc.com/library/ebooks/state-of-deals-2020-summer-edition/

Accenture Completes Acquisition of B2B Sales Firm N3

“Bringing N3 into the Accenture family will better enable us to help companies influence purchasing decisions at critical stages,” said Manish Sharma, group chief executive of Accenture Operations.

https://martechseries.com/sales-marketing/sales-intelligence/accenture-completes-acquisition-b2b-sales-firm-n3/

Microsoft Ignite showcases first Project Cortex AI tool for SharePoint

Enterprises might use it to automate the processing of requests for proposals (RFPs) or service contracts to filter out those that don’t meet requirements, or to pay expenses claims based on scanned receipts.

https://www.cio.com/article/3575861/microsoft-ignite-showcases-first-project-cortex-ai-tool-for-sharepoint.html

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