Covid and Sales
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Covid has changed a lot of things for lot of people and lot of businesses. We are now in age of new paradigm and ways of working.
This phenomenon has also changed and effected the B2B Sales for both buyer as well as sellers to adopt the digital way, which now is being perceived as being more effective. Safety is one reason, but self-serve and remote interactions have made it easier for buyers to get information, and conduct business making the Seller more agile and customers are loving this speed and time to action.
Almost about 70-80% of buyers are now looking at Remote or Digital interactions primarily due to Safety, Conveinence and Savings. B2B sales leaders are now moving from, Once being forced to adopt Digital, to now being convinced that Digital is the only way ahead.
Once being perceived as "a matter of Solicitation" due to the complexity and value being involved in a large B2B Sales, buyers are now getting more comfortable of ordering or reordering large value deals Digitally.
Buyers are getting time to spend and do their own research about product of services they want to buy more effectively without having to go through the constant pressure of closing a deal with a person sitting in front of you. Which is infact making a B2B sales person to prepare himself more on what Problem he wants to solve for customer rather than only pitching his product or service. Infact lot of B2B companies have now rearranged themselves from being in person GTM to More Digital through chats and Video communications.
Video and Live chat have now become a part of our lives making them most common in conducting Digital business and their sales have sored more than 400%.
As per one of the studies done by McKinsey, in personal sales have dropped by 55% and Digital (Video and Chats) have gone up by 69%.
Hence the So called "Matter of Solicitation" is taking a new form of Virtual presence and is going to be the new Normal going forward.
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