It's time to stop waiting for B2B sales to return to the pre-pandemic status quo. A McKinsey survey found that 70-80% of decision-makers prefer remote interactions or digital self-service to in-person interactions. To succeed in this new hybrid environment, sellers must adapt their sales tactics and make use of AI technology. Streamlining the buyer experience and rethinking budget priorities can also help sellers to stand out.
Sellers should practice active listening and send individualized, valuable messages to buyers. Integrating AI capabilities into sales enablement tools can help sellers identify trends and patterns and make data-driven decisions. To create a smooth buyer experience, organizations should realign marketing and sales teams and create a cohesive, fluid buying cycle.
Finally, companies should consider investing in tech stacks and sales training to enable their teams to navigate the digital sales landscape with confidence. Sales teams should also be aware that bells and whistles don't mean a thing if they can't connect and understand a buyer's business problem.
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