“2020 will be remembered as a watershed moment when B2B buying and selling changed forever.” 🌈 Forrester

💡 79% of sales reps say they’ve had to quickly adapt to new ways of selling – Salesforce.

What are the challenges faced by sales execs ?

😇 Challenge 1 : B2B Buyers have changed, expect B2C like experience

⚡ They have price quotes, live demos, digital content, and free trials at their fingertips 24/7.

⚡ Preference for digital self-serve and remote human engagement over face-to-face interactions.

😇 Challenge 2 : Sales digital transformation is a must

⚡ A necessity in today’s buying environment. Pandemic pressures have only made that more demanding.

⚡ Large vendors face far more nuance and complexity than a start-up – yet buyers expectations remain.

😇 Challenge 3 : Vendor organizations may face historical problems

⚡ Due to the size, culture, structure, vendors run into obstacles that often compound over time.

⚡ Sales teams operating amid these long-term challenges -such as departmental silos, an unclear unifying strategy, and operational focus — find it difficult to achieve success.

In my next post, will share my thoughts on how such organizations can overcome these challenges…

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#enterprisesales
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#b2bbuyer
#experiencemanagement