While visual content is proving its worth in areas ranging from e-commerce sites to Facebook posts, visual components are often lacking in B2B sales conversations, finds Corporate Visions in its latest industry survey of B2B salespeople and marketers from around the world. Asking respondents what visual aides they use in their presentations, the survey found that a majority eschew them entirely, relying on in-person (27%) and phone (26%) conversations. The PowerPoint (33%) presentation is relatively widely used, but only 13% use an interactive writing surface such as a whiteboard.
While the focus of the Corporate Visions survey is on the use of whiteboards, it is interesting to note that traditional phone and in-person conversations still dominate, likely because of their efficacy. Studies from the Center for Exhibition Industry Research and the Content Marketing Institute have shown that face-to-face contact is extremely effective in B2B marketing and sales. Read the rest at MarketingCharts.
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