The covid-19 pandemic had a significant digital shift. B2B sales organizations should take the following 5 actions to trigger greater sales and productivity in the new normal.
In 2020-2021, all industries moved to digital platforms and remote work. Market players had to adjust their operations, pushing their “game” to digital and facing the reality that is now a new normal. The covid-19 pandemic had an enormous impact on the economy and how companies will conduct business in the future. This significant digital shift will likely stay in place for the long run.
According to recent McKinsey research, more than three-quarters of buyers and sellers now prefer digital self-serve and remote human engagement over face-to-face interactions. Even if it was difficult to adjust to the lockdown, people got used to working from home, interacting with colleagues via zoom or skype, and buying groceries online. Customers realized that moving to digital made it faster to get information and place orders, and they enjoyed saving time, making everything quicker and convenient. Only 20 percent of B2B buyers prefer returning to in-person sales.
Looking on the other side, B2B sales leaders had faced an inevitable shock by adopting digital platforms. Now that things calmed down, there is a growing conviction that the digital is the way to go. They have noticed the comfort that B2B buyers show in making large purchases and reorders online. They focused on developing video and live chat to interact with B2B customers and drop-down in-person meetings.
In the US, 3 in 4 B2B decision-makers expect that the new digital model will be as effective as before. 99% of the B2B buyers claim they will continue making purchases online. 4 out of 5 B2B buyers prefer videoconference connections over audio/phone. The situation in Europe is quite the same, with a slight difference in having 96% of B2B buyers willing to spend more than $50K online.
The following are some of the actions that sales organizations should undertake to trigger greater sales productivity and performance in the new normal.
In 2020-2021, all industries moved to digital platforms and remote work. Market players had to adjust their operations, pushing their “game” to digital and facing the reality that is now a new normal. The covid-19 pandemic had an enormous impact on the economy and how companies will conduct business in the future. This significant digital shift will likely stay in place for the long run.
According to recent McKinsey research, more than three-quarters of buyers and sellers now prefer digital self-serve and remote human engagement over face-to-face interactions. Even if it was difficult to adjust to the lockdown, people got used to working from home, interacting with colleagues via zoom or skype, and buying groceries online. Customers realized that moving to digital made it faster to get information and place orders, and they enjoyed saving time, making everything quicker and convenient. Only 20 percent of B2B buyers prefer returning to in-person sales.
Looking on the other side, B2B sales leaders had faced an inevitable shock by adopting digital platforms. Now that things calmed down, there is a growing conviction that the digital is the way to go. They have noticed the comfort that B2B buyers show in making large purchases and reorders online. They focused on developing video and live chat to interact with B2B customers and drop-down in-person meetings.
In the US, 3 in 4 B2B decision-makers expect that the new digital model will be as effective as before. 99% of the B2B buyers claim they will continue making purchases online. 4 out of 5 B2B buyers prefer videoconference connections over audio/phone. The situation in Europe is quite the same, with a slight difference in having 96% of B2B buyers willing to spend more than $50K online.
The following are some of the actions that sales organizations should undertake to trigger greater sales productivity and performance in the new normal.
