Why? To satisfy the desired experience latvia phone number material of a new emerging B2B professional buyer demanding new forms of relationship and who is only willing to dedicate 17% of his time to the seller.
One of the most important practical aspects that we have encountered as B2B sales and commercial strategy consultants in this COVID era in the world of B2B sales is undoubtedly the emergence of the B2B hybrid sales model.
We are probably facing the event that poses the most powerful transformation challenges for B2B companies and sales professionals. Transforming to the new habits of a buyer with new demands.
Purchasing professionals from B2B or Industrial companies have significantly changed their relational habits over the last two years.
We can see this clearly in the McKinsey study below, where the rise of remote interaction channels with sellers and digital self-service (e-commerce) already account for 2 out of 3 real interactions (in the US) at different times in the B2B Customer Journey Map.
