Global B2B Software Sales Process Report

77% of software buyers agree that their last purchase was complicated or the journey to purchase was difficult.
As a software vendor, it is crucial to understand and address all those challenges head-on to create the best buying experience and speed up the revenue engine!
We have surveyed top sales teams globally and identified key challenges for you to focus on.
We have also talked to the Industry Thought Leaders to provide a comprehensive guide on how Interactive Demo can help overcome these obstacles and drive real results.

Why download this paper?

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Identify Sales Roadblocks

Explore the key challenges faced by sales teams and discover how they impact your overall performance

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Overcome Sales Obstacles

Learn practical strategies to overcome the software sales obstacles you encounter throughout the sales process

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Boost Sales Productivity

Discover solutions to enhance your productivity, and leverage technology to your advantage

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Drive Revenue Growth

Uncover the secrets of effective sales techniques that can significantly impact your bottom line

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Stay Ahead of the Competition

Gain a competitive edge by staying up-to-date with the latest trends and strategies in sales

Key findings of the report

58%

respondents state that around 2-3 custom demos are required in every deal to close

76%

respondents agree that the live demos are delivered to buyers by Presales Team

>30%

of leads in the first meeting of the sales call are unqualified due to outdated approach of sales process

4 Hours+

time to create custom technical proof of concept demo

Our research uncovered...

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  • 78.5% of respondents think inefficient lead qualification is the most common challenge for the top-of-the-funnel sales process.
  • 67.8% of respondents feel insufficient technical knowledge of AEs is the most common challenge for the middle-of-the-funnel sales process
  • 49.5% of respondents feel the inability to engage directly with stakeholders is the second most common challenge during the last stage of the sales process
  • Demo performance feedback is not quantitative but rather qualitative which is time-consuming and prone to errors