Tech and SaaS sales best practices
May 16, 2022
1 min
Salescode Global revenue engine

5 Tips to Adapt to New Normal Sales Model

Since the pandemic, there has been a shift in customer preferring digital self service products and services with minimal touchpoints.

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According to a McKinse study, sales organization have already pivoted to remote selling:

  • 96% of B2B sales teams are now remote (fully or partially)
  • 65% of B2B decision-makers say this model is equally or even more effective

Previous trends have accelerated and are here to stay.

Here is how to prepare your business for this new way of doing business:

1. Omnichannel efficiency

All your sales channels should be integrated and delivered with speed, transparency and expertise.

2. E-commerce

Customers should have the option to buy with ease and convenience with little to no face-to-face touchpoint.

3. Human touch

When needed, make it easy (but not necessary) to have a conversation with your sales representatives.

4. Digital sales enablement

Help your reps make the shift to digital sales channels with the right tools, processes and content.

5. Remap the customer journey

Capture and document changes in the new customer journey, and use these insights to adapt your sales cycle.

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