B2B buying behavior has grown even more unpredictable with COVID-19 and new behavioural trends are emerging fast.
Clients tell us their deal pipelines have atrophied with prospects suspending all nonessential expenditures during the months of uncertainty and lockdown restrictions.
Others report that with the absence of in-person meetings, their salespeople are not achieving the level of engagement required to progress opportunities in their pipeline to a successful close.
The world of B2B sales was already experiencing strong disruption prior to covid. But these trends show the acceleration of change, only compounded by the pandemic.
B2B buyers increasingly want to engage with suppliers through digital and self-service channels, with decision makers reluctant to see the value of engaging with salespeople.
To support this shift to virtual buying, and the growth in the number of touchpoints and interactions between buyers and suppliers, sellers will need additional skills and technology capabilities.
Current research suggests the future of sales will see a permanent transformation across the board.
Sales strategy, sales processes and resource allocation of the salesforce will all experience a seismic shift, one that will move the sales organization from seller-centric to buyer-centric and from analog to digital as its primary method of initial engagement with customers.
This presents an immense opportunity — but only for progressive sales management professionals who act rapidly to build adaptive systems that engage the customer in new and meaningful ways.
All of this means that now is the ideal time to start the conversation about how you can create your ideal sales future.
Let’s start a conversation today at email@example.com
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