Post-Covid Playbook, Part 2: Sales

Following the COVID-19 pandemic, the way businesses operate has been impacted significantly, and B2B sales are no exception. After time adjusting to the need to switch to a virtual landscape, these sales have now accepted the switch. Now, 96% of B2B sales teams have fully or partially switched to remote selling and 79% of B2B companies believe they are likely to maintain these virtual shifts for 12 months or longer.

Remote Working is Here to Stay

While society is beginning to return to normalcy, it is apparent that one major change is here to stay: remote working. According to a survey conducted by Gartner, more than 75% of buyers and sellers in B2B transactions would rather use virtual human interactions than in person. A big reason why there is such a favorable opinion on remote interactions is due to the ease of acquiring information, placing orders, and arranging services for buyers and customers.

After a survey of 50 chief strategy officers was compiled, there are a few key takeaways regarding the lasting impact of the global pandemic. One is the ability to use virtual communication rather than in-person meetings. Since April 2020, revenue from video-related interactions has seen an increase of 69%, with apps like Zoom, WebEx, and Microsoft Teams enables companies to operate with ease. This has lead to e-commerce and videoconferencing making up 43% of B2B sales, which is more than any other method of communication. This is clearly here to stay due to the success of the switch, but customers also have expressed their preference for video chats over phone calls. The graph provided below shows that access to both Senior C