6 tips for remote B2B sales
Posted: Thu Jan 23, 2025 8:59 am
Omnichannel is the word we will hear most in B2B sales from now on. A well-known concept in sales to end consumers, which is gradually spreading to business between companies.
Customers are increasingly demanding more digital interactions with their suppliers. The shift that came with the pandemic, favoring videoconferencing interactions with sales representatives and e-commerce, put pressure on B2B sales to digitize more quickly.
B2B sales are now omnichannel and are grouped into three thirds: traditional face-to-face sales, online sales when the product allows it, and remote sales , which have made a strong entrance .
B2B sales and the rule of thirds
B2B companies are embracing the new normal of omnichannel sales . Customers use different sales channels, such as face-to-face, video conferencing, online chat , or e-commerce, at different stages of the purchasing process.
The “rule of thirds” has emerged. Customers employ hungary whatsapp lead at each stage of the sales process a more or less uniform combination of:
Traditional sales, with in-person meetings.
Remote sales , with video conferences and telephone meetings.
and Self-service, with ecommerce and marketplaces.
6 tips for remote B2B sales
This rule may not be followed in your sector at the moment and may be modified, but you certainly consider it a trend.
Tip 1
B2B companies cannot expect to meet their customers' needs through a single channel. They must offer in-person sales, remote sales and self-service. This applies to both large companies and SMEs with B2B businesses.
Omnichannel B2B sales are more effective than ever
According to McKinsey & Company’s annual US B2B Sales Report, 94% of B2B decision-makers say the new omnichannel sales model is as effective as the sales model they used before the pandemic. Last year, 65% thought the new way of selling was as effective as the model used before COVID-19.
Tip 2
B2B companies of all sizes and sectors must continue their transformation to continue adapting to the omnichannel model . Changing to a sales model with these characteristics is not easy, but it is a reality that both customers and competitors are betting on omnichannel as a business model.
Digital channels maintain their growth in B2B
The number of channels used by B2B customers has multiplied in recent years as B2B suppliers are transforming the way they meet demand. Although there was a rebound effect after the worst months of the pandemic, digital channels such as online stores, video conferences or online chats are still increasing.
6 tips for remote B2B sales
Source: McKinsey & Company. (US B2B Sales Report)
Tip 3
To develop B2B business in an omnichannel model , sales professionals need to become facilitators , directing their potential customers to different channels, to reproduce sales experiences that in the past happened in person.
Downloadable 2
Personal relationships remain key in B2B
Even though online interactions are increasing, face-to-face sales remain essential. Customers consider it necessary , but not critical. According to the McKinsey study, 72% consider face-to-face meetings to be equally valuable as video conferencing in building trust.
Tip 4
In-person B2B sales are as important as ever. They should not be abandoned. You can reduce the frequency of visits but ensure that all customers have at least one face-to-face meeting.
Hybrid B2B sales teams on the rise
Omnichannel brings about changes in the sales process and in the roles of sales representatives. Field salespeople make personal sales, and hybrid salespeople use digital channels, such as video conferencing and online chat, in addition to the online store or marketplace.
According to the McKinsey report, 70% of surveyed companies have increased their hybrid sales teams and reduced their sales costs.
Tip 5
The evolution towards the hybrid B2B seller implies that companies have to invest in resources and training for sales teams, to make a transition to the new scenario.
B2B marketing and sales, closer than ever
Growing digital customer demand, new sales channels and the need to personalize content are leading Sales and Marketing teams to “share the funnel” and work as one. 89% of companies surveyed by McKinsey believe that Marketing and Sales teams are working more closely together than ever.
Tip 6
To ensure that B2B Marketing and Sales teams work as one, ensure that they share objectives, strategy and methodology. Good relationships between teams are essential, as is knowledge of each other’s contribution to results.
The new B2B Sales are here. The rule of thirds is consolidated. In order to grow, companies must continue their transformation. B2B Prospecting is an example of this transformation. The use of social networks to interact with your potential clients, temper the connection call and thus start the remote sales process with more guarantees.
Customers are increasingly demanding more digital interactions with their suppliers. The shift that came with the pandemic, favoring videoconferencing interactions with sales representatives and e-commerce, put pressure on B2B sales to digitize more quickly.
B2B sales are now omnichannel and are grouped into three thirds: traditional face-to-face sales, online sales when the product allows it, and remote sales , which have made a strong entrance .
B2B sales and the rule of thirds
B2B companies are embracing the new normal of omnichannel sales . Customers use different sales channels, such as face-to-face, video conferencing, online chat , or e-commerce, at different stages of the purchasing process.
The “rule of thirds” has emerged. Customers employ hungary whatsapp lead at each stage of the sales process a more or less uniform combination of:
Traditional sales, with in-person meetings.
Remote sales , with video conferences and telephone meetings.
and Self-service, with ecommerce and marketplaces.
6 tips for remote B2B sales
This rule may not be followed in your sector at the moment and may be modified, but you certainly consider it a trend.
Tip 1
B2B companies cannot expect to meet their customers' needs through a single channel. They must offer in-person sales, remote sales and self-service. This applies to both large companies and SMEs with B2B businesses.
Omnichannel B2B sales are more effective than ever
According to McKinsey & Company’s annual US B2B Sales Report, 94% of B2B decision-makers say the new omnichannel sales model is as effective as the sales model they used before the pandemic. Last year, 65% thought the new way of selling was as effective as the model used before COVID-19.
Tip 2
B2B companies of all sizes and sectors must continue their transformation to continue adapting to the omnichannel model . Changing to a sales model with these characteristics is not easy, but it is a reality that both customers and competitors are betting on omnichannel as a business model.
Digital channels maintain their growth in B2B
The number of channels used by B2B customers has multiplied in recent years as B2B suppliers are transforming the way they meet demand. Although there was a rebound effect after the worst months of the pandemic, digital channels such as online stores, video conferences or online chats are still increasing.
6 tips for remote B2B sales
Source: McKinsey & Company. (US B2B Sales Report)
Tip 3
To develop B2B business in an omnichannel model , sales professionals need to become facilitators , directing their potential customers to different channels, to reproduce sales experiences that in the past happened in person.
Downloadable 2
Personal relationships remain key in B2B
Even though online interactions are increasing, face-to-face sales remain essential. Customers consider it necessary , but not critical. According to the McKinsey study, 72% consider face-to-face meetings to be equally valuable as video conferencing in building trust.
Tip 4
In-person B2B sales are as important as ever. They should not be abandoned. You can reduce the frequency of visits but ensure that all customers have at least one face-to-face meeting.
Hybrid B2B sales teams on the rise
Omnichannel brings about changes in the sales process and in the roles of sales representatives. Field salespeople make personal sales, and hybrid salespeople use digital channels, such as video conferencing and online chat, in addition to the online store or marketplace.
According to the McKinsey report, 70% of surveyed companies have increased their hybrid sales teams and reduced their sales costs.
Tip 5
The evolution towards the hybrid B2B seller implies that companies have to invest in resources and training for sales teams, to make a transition to the new scenario.
B2B marketing and sales, closer than ever
Growing digital customer demand, new sales channels and the need to personalize content are leading Sales and Marketing teams to “share the funnel” and work as one. 89% of companies surveyed by McKinsey believe that Marketing and Sales teams are working more closely together than ever.
Tip 6
To ensure that B2B Marketing and Sales teams work as one, ensure that they share objectives, strategy and methodology. Good relationships between teams are essential, as is knowledge of each other’s contribution to results.
The new B2B Sales are here. The rule of thirds is consolidated. In order to grow, companies must continue their transformation. B2B Prospecting is an example of this transformation. The use of social networks to interact with your potential clients, temper the connection call and thus start the remote sales process with more guarantees.