Digital self-serve is here to stay and the product/service price isn’t that much of a factor anymore.
“Despite the conventional wisdom that big ticket sales require in-person contact, 20 percent of B2B buyers said they would be willing to spend more than $500,000 in a fully remote/digital sales model. And 11 percent of all B2B buyers would spend more than one million.”
However, this doesn’t make salespeople redundant in modern B2B sales.
“85% expect hybrid sellers will be the most common role in their org over the next 3 years – Hybrid sellers are reps who interact with customers via video, phone, apps & occasional in-person visits.”.
In an earlier post, I asked how COVID-19 had changed the way salespeople sell and the common thread between the old way of selling and now.
What do you think are the new skills that modern salespeople need to develop in order to be effective in our new (now old) reality?
Source: McKinsey