This is an excerpt from Contact Center Pipeline and was written by Ben Chacko, Managing Director, Customer Care at Harte Hanks.
Navigating the new reality of B2B sales to capitalize on shifting buyer behavior.
In-person, apparently, is out. One-third of all buyers in business-to-business (B2B) transactions would prefer a sales experience that doesn’t include physical time with the seller, according to research from Gartner, by way of TOBB Chicago Trade Center (via LinkedIn). As a result, Gartner projects that by 2025, 80% of all sales between suppliers and buyers will occur digitally.
For years, the trend toward inside sales – the practice of handling sales remotely and/or digitally – has been steadily creeping into marketing, but now it’s on us like an 800-pound gorilla. And those businesses that have not established a formal plan for this advancing area may be falling behind their competitors.
So, if more prospects aren’t buying what you’re selling, consider giving them more screen time. If you’re in the early stages of planning your inside sales approach – or are at a point where you want to advance to the next level – click below for Ben Chacko’s article and three tips that can help lead your inside sales team to more ensured success and scale.