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.
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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