“ Sales teams that recognise changing buying behaviours and the importance of improving the buying enablement and experience , and evolve to meet these changes , will be the winners ”
DIGITAL STRATEGY
B2B buyers are willing to spend more than US $ 500,000 in a fully remote / digital sales model and 11 % would spend more than US $ 1 million ,” Spillecke reports . And in China , the inclination to spend more than US $ 500,000 on a remote sale jumps to 40 %.
That ’ s not to say that there haven ’ t been bumps along the way to increased digital selling , particularly with the speed of acceleration . According to McKinsey , pain points experienced by organisations include finding the most effective way for field reps to work from home , making remote interactions feel as intimate as in-person experiences , and providing proofs of concept and digital demos that give buyers an equivalent level of insight to physical walk-throughs . Two-thirds say their sales teams have encountered channel conflicts , while others are worried about the ...... transactions are a zero-sum game or a catalyst for expanded sales .
However , while no standard playbook has yet emerged for handling these challenges , one common theme holds true , says McKinsey , that companies continue to innovate their sales approaches and pivot resources at speeds not previously experienced in B2B sales . And increased digital selling is here to stay .
“ Sales teams that recognise changing buying behaviours and the importance of improving the buying enablement and experience , and evolve to meet these changes , will be the winners ”
TOM PISELLO CHIEF EVANGELIST , MEDIAFLY
That ’ s because the benefits are increasingly clear . McKinsey research shows a huge increase in the adoption of digital selling since last summer . Research in February 2021 reveals that 70 % of Brazilian , 68 % of Chinese , and 59 % of American B2B decision-makers report the hybrid model of B2B selling to be ‘ more effective ’ than the traditional model , and this is up significantly from how they felt about it in August 2020 – up 62 %, 68 % and 43 %, respectively .
“ Those companies that have embraced the change and driven it forward in their own organisations find the new sales methods more effective and confidence in the effectiveness of the new selling model has grown sharply throughout the past year , rising globally from 54 % at the start of the pandemic to 83 % in February 2021 ,” says Spillecke . businesschief . eu 139