The FOTP Overall B2B Pulse score is 69.7. This is a solid score, based on feedback from 192 B2B Sales Professionals who took part in the survey.

Whilst the last 12 months have been tough, there is more optimism about the future. This is illustrated by two of the four metrics that make up the Pulse Score where “Business Performance for the next 12 months” scored 75.3, 8.2pts higher, compared to the score reflecting Business Performance of the previous 12 months (67.1).

When asked about strategic priorities for the next 12 months, there is a sense that B2B Sales Professionals are “shoring up” existing business/clients, rather than actively recruiting new clients.

73% of B2B Sales Professionals indicated that “growing business with existing clients” was their top priority, compared to less than half saying the same about bringing in new clients. In addition, 1 in 4 ranked “bringing in new clients” last on the list of priorities.

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