According to a recent research from Showpad, 46% of respondents say it has been more difficult to close deals since the pandemic began due to buyers putting decisions on hold and 43% say it has been more difficult due to buyers reprioritizing.
Common sales challenges since the pandemic began include difficulty accessing content, difficulty gauging engagement on calls, lack of training for remote selling, and lack of necessary technology.
Similarly, B2B sellers have been facing common sales enablement challenges such as maintaining effective cross-functional collaboration and struggling with onboarding.
How the Pandemic Has Made It Harder to Close B2B Deals
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When potential customers see and interact with your brand multiple times, they become more likely to become interested in what you're offering. And when sales and marketing teams work together to make multitouch lead gen even more effective, the inevitable result is a boost in conversions.
Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything to the script. Basically, they're hired to be human commercials. No wonder it doesn't work.
Sales enablement can feel worse than untangling a giant knot of half-burned-out Christmas tree lights. Luckily, a series of MarketingProfs articles undertook that metaphorical untangling. The lessons now unwound from that effort shine brightly as guiding principles of sales enablement.