As B2B purchasing goes omnichannel, B2B sales models will go hybrid

Excerpts from McKinsey...

Hybrid sales reps will soon become the most common sales role. With omnichannel established as the new buying norm, 64 percent of B2Bs intend to increase the number of hybrid sellers over the next six months, making this model—representatives who interact with customers via video, phone, apps, and occasional in-person visits—the lead sales role.


Pain points 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.

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