Post by account_disabled on Mar 6, 2024 7:13:15 GMT
2020 has revolutionized people's lives as well as the internal processes of companies. In B2B relationships, virtual selling has established itself as a necessary practice to continue sales but has also ended up becoming the preferred approach for buyers. In many cases, pre-existing business habits have proven to be incompatible with a world where in-person meetings are no longer possible or desirable. But there's more! Find out in the following article! What is virtual selling? Virtual sales is the process in which the analysis of the prospect's needs, the interactions, the commercial presentation and the definition of the proposal all take place remotely.
All companies that have a commercial department invest time and Germany Phone Number resources to chase the competitive advantages offered by technology . Just think of the potential inherent in data analysis, but other examples are pipeline prioritization in a marketing strategy or building virtual relationships . It is an established fact that the sellers who achieve the best results in Europe are those who adopt advanced sales tools . Why is traditional B2B sales management no longer an option? Companies tend to stick to the sales techniques with which their salespeople feel safe. Download the ebook It was a choice that could be understood until 2020: maintaining a lower growth rate , with a slower process, because we were more comfortable managing sales the old way . The idea was that you could even have fewer negotiations, as long as they were then finalized .
In a certain sense, we preferred to remain in a reassuring present without worrying about what the work of the future would be like . When that future arrived, unfortunately it did so suddenly and sooner than expected, bringing with it painful events: 2020, pandemic, Covid-19. The option of selling with traditional techniques is no longer among those available. Why can't we go back to traditional sales techniques? Interestingly, buyers are not at all concerned about the disappearance of face-to-face meetings, whereas sales managers are. In September 2020, a McKinsey survey found that globally only 20-30% of B2B buyers want to return to in-person interaction with the sales force, even in an ideal Covid-free world. In reality, 96% of those interviewed said they were happy to manage corporate purchases through a completely digital virtual selling path.
All companies that have a commercial department invest time and Germany Phone Number resources to chase the competitive advantages offered by technology . Just think of the potential inherent in data analysis, but other examples are pipeline prioritization in a marketing strategy or building virtual relationships . It is an established fact that the sellers who achieve the best results in Europe are those who adopt advanced sales tools . Why is traditional B2B sales management no longer an option? Companies tend to stick to the sales techniques with which their salespeople feel safe. Download the ebook It was a choice that could be understood until 2020: maintaining a lower growth rate , with a slower process, because we were more comfortable managing sales the old way . The idea was that you could even have fewer negotiations, as long as they were then finalized .
In a certain sense, we preferred to remain in a reassuring present without worrying about what the work of the future would be like . When that future arrived, unfortunately it did so suddenly and sooner than expected, bringing with it painful events: 2020, pandemic, Covid-19. The option of selling with traditional techniques is no longer among those available. Why can't we go back to traditional sales techniques? Interestingly, buyers are not at all concerned about the disappearance of face-to-face meetings, whereas sales managers are. In September 2020, a McKinsey survey found that globally only 20-30% of B2B buyers want to return to in-person interaction with the sales force, even in an ideal Covid-free world. In reality, 96% of those interviewed said they were happy to manage corporate purchases through a completely digital virtual selling path.