RESEARCH: Virtual Selling Is Here to Stay Post-Coronavirus

Social Selling and digital sales tools have been steadily becoming more central to successful sales prospecting over the last 10 years. But with the recent Covid-19 outbreak, it seems B2B companies and their customers are speeding up their adoption of digital centric sales prospecting, nurturing an closings. 

Don’t believe me? Read on. 

79% of Companies Keeping Their New Digital Centric Sales Model

A recent McKinsey & Company survey showed 79% of respondents where “very likely” or “somewhat likely” to maintain their “new sales model” which relies far more heavily on digital outreach vs the face-to-face and tradeshow outreach more common with traditional sales prospecting models.

McKinsey Survey: US B2B decision maker response to COVID-19 crisis

65% of B2B Decision Makers Believe New Sales Model is More Effective

That same McKinsey study went on to highlight the reason so many of these companies are likely to maintain their “new” approach post Covid-19 lockdown.

It seems to be working as well or better than the traditional models most have employed prior to the Coronavirus pandemic.

31% of those surveyed believed the new digital centric approach is “as effective as before,” with 23% feeling the new approach is “somewhat more effective,” and a solid 11% responding the new approach is “much more effective.”

McKinsey Survey: US B2B decision maker response to COVID-19 crisis

How Should Your Company Respond?

For myriad reasons, this is a good time for sales organizations to build out and optimize digital infrastructure to support social or digital centric selling approaches. Even when the world returns to a sense of relative normalcy, there’s little doubt that many of the adjustments and adaptations taking place right now will stick.

McKinsey’s research shows that B2B buyers are placing a greater emphasis on accessibility when researching solutions. They also care about care.

When asked what they preferred in suppliers, the top five items were:

  • One stop shop for all pre-purchase research
  • 24/7 access to a live PERSON for answers to questions
  • Highly responsive when contacted
  • Multiple ways to view product/service offerings (online, mobile app, etc)
  • Accurate pricing information

In short, buyers want sellers who Sell Greatly. Sellers that are invested in the relationship or potential relationship first and foremost. Sellers that understand that every buyer is more valuable than any single transaction and act accordingly.

B2B companies believe digital interactions with customers have increased and are now twice as important [as] traditional

– McKinsey

Are You Ready To Sell Greatly With Digital Centric Sales Tools?

If you are, great!

If you aren’t, we can help. We’ve been showing organizations how to painlessly prospect and Sell Greatly for the last decade. CLICK HERE to schedule a call with us to learn how we can help you.

In addition to our keynotes, workshops and sales coaching, we can also help you build out the necessary digital selling tools you’ll need to reign supreme in this new world order we find ourselves. Ready to chat? Just CLICK HERE to schedule a quick 30-minute call with us.

The only question you have to ask yourself is this: Will it be you or your competitor that moves first to Sell Greatly?

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About Tom Martin

Tom is 25+ year veteran of the sales & marketing industry with a penchant for stiff drinks, good debates and showing companies how to Sell Greatly, and turn conversations into customers. He is the founder of Converse Digital , author of The Invisible Sale and a contributing writer for Advertising Age. Tom guides clients through the digital sales & marketing maze and helps companies teach their sales force how to Painlessly Prospect their way to more sales. Follow him on Twitter or connect with him on LinkedIn.

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