Why? As a result of enterprise had develop into much less private.
“We used to do enterprise with a handshake; face-to-face,” says the boss within the business. “Now it’s a telephone name and a fax.”
We’ve come a great distance since fax machines with messaging and video conferencing, however relationships nonetheless matter in enterprise. Assembly prospects face-to-face is a confirmed technique to foster relationships. And most buyer success groups are doing this.
Greater than three-quarters (77%) of the 1,250 members in our annual Buyer Success Management Examine mentioned they meet with some phase of their buyer base face-to-face a minimum of as soon as per 12 months.
Right here’s how the numbers get away:
- 22% meet prospects face-to-face as soon as per thirty days;
- 29% meet prospects face-to-face as soon as per quarter;
- 26% meet prospects face-to-face as soon as per 12 months; and
- 23% by no means meet prospects face-to-face.
The survey additionally segments respondent solutions sizes, as measured by income. There does look like a modest correlation between income and assembly frequency. In different phrases, the bigger the corporate the better the frequency. These numbers are damaged out by phase under.
Companies with $500 million or better in income:
- 25% meet prospects face-to-face as soon as per thirty days;
- 32% meet prospects face-to-face as soon as per quarter;
- 26% meet prospects face-to-face as soon as per 12 months; and
- 16% by no means meet prospects face-to-face.
Companies with $250-$499 million or better in income:
- 29% meet prospects face-to-face as soon as per thirty days;
- 43% meet prospects face-to-face as soon as per quarter;
- 21% meet prospects face-to-face as soon as per 12 months; and
- 7% by no means meet prospects face-to-face.
Companies with $50-$249 million or better in income:
- 26% meet prospects face-to-face as soon as per thirty days;
- 39% meet prospects face-to-face as soon as per quarter;
- 20% meet prospects face-to-face as soon as per 12 months; and
- 15% by no means meet prospects face-to-face.
Companies with $5-$49 million or better in income:
- 19% meet prospects face-to-face as soon as per thirty days;
- 22% meet prospects face-to-face as soon as per quarter;
- 30% meet prospects face-to-face as soon as per 12 months; and
- 30% by no means meet prospects face-to-face.
Companies with lower than $5 million in income:
- 18% meet prospects face-to-face as soon as per thirty days;
- 22% meet prospects face-to-face as soon as per quarter;
- 28% meet prospects face-to-face as soon as per 12 months; and
- 32% by no means meet prospects face-to-face.
Obtain the complete report—2023 Buyer Success Management Examine—for a extra in-depth have a look at the engagement practices of at present’s buyer success groups. The report, which is a joint effort by ChurnZero, ESG, SaaStr, and HubSpot, is filled with metrics, benchmarks and insights that may assist buyer success leaders and staff members higher perceive the evolving panorama.
