We’re entering a new era of B2B sales. Driven by a combination of changing buyer habits, economic disruption and necessity brought about by the Covid-19 pandemic, sales teams are having to reinvent themselves – and quickly.

Although many things have changed in recent months, arguably the biggest hurdle to have come out of the forced changes to the way sellers work is the loss of the in-person interactions they have long relied on to build connections with customers and drive sales. The regular face-to-face catchups with long-term customers and opportunities to meet new prospects at conferences are gone, highlighting a clear and urgent need for sales teams to adapt to a digital-first environment.

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