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How the Pandemic Has Made It Harder to Close B2B Deals

September 1, 2021


The report was based on data from a survey of more than 400 B2B sales professionals (practitioners, managers, and executives) from around the world.

Some 46% of respondents say it has been more difficult to close deals since the pandemic began because B2B buyers have put buying decisions on hold and 43% say it has been more difficult because buyers have reprioritized.

More B2B sellers say they are facing a number of common sales challenges since the pandemic began, such as the inability to access content, difficulty gauging engagement on calls, a lack of training to succeed with remote selling, and not having access to necessary technology.

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