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Optimize Your B2B Sales Process for Success in a Virtual Marketplace

April 9, 2021

Via: CMSWire
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The pandemic has had a profound impact on the business-to-business (B2B) sales process. Customers’ demands for digital interaction have increased — and things are unlikely to go back to the way they were, at least anytime soon. McKinsey’s B2B Decision Maker Pulse found that preference for digital versus traditional interactions has doubled. Buyers are twice as likely to choose as a preferred provider a company with an outstanding digital experience. More than three quarters of B2B companies (79%) said they are likely to sustain the shift to remote selling well after the pandemic has subsided. The Gartner Future of Sales 2025 report predicts that 80% of B2B sales interactions will occur in digital channels.

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