From the course: B2B Sales Foundations
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B2B selling in a post-pandemic world
From the course: B2B Sales Foundations
B2B selling in a post-pandemic world
- The global pandemic has really changed the way B2B selling is done. It used to be that B2B salespeople were road warriors, lone wolves logging millions of miles and hundreds of hotel nights per year. A B2B pro couldn't imagine the idea of closing a deal without having met the key players, walking the shop room floor, or presenting a slide deck in a prospect's conference room. For much of 2020 and 2021 though, offices were closed and travel not permitted. So the selling process has had to evolve, and we had to adopt new tools and work more collaboratively with our peers and with our buyers. Being able to establish a connection with a prospect online and stay in touch with a colleague via video calls has become the norm. It can be challenging to build rapport online, and it's harder to tell if you have someone's attention. Much has been written about the difficulty of selling remotely. For sales professionals who pride…
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