For several years now, e-commerce has been transforming sales, especially those focused on the end consumer. After the pandemic, B2B interactions have also undergone a major transformation. E-commerce has burst into interactions between companies and now B2B sellers need new capabilities to respond to the needs of their customers.
The path that B2B must take according to Mckinsey
According to a recent article by global consulting firm McKinsey , to ensure excellence in the coming years, B2B companies will need to adopt three fundamental changes:
Becoming promoters of omnichannel
Adopt a mindset of creating customer value
Facilitate constant change in the way of organizing and leading
To adapt to this new context and increase sales, it will be essential india whatsapp data for B2B sales teams to carry out an important reskilling process .
In this article, we present how sales teams should update their capabilities to improve sales in the near future.
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1. Omnichannel: the new reality
According to McKinsey research over the past few years, today’s average buyer uses ten or more channels during the sales process. This includes everything from in-person and remote interactions to self-serve digital purchasing processes .
Sales teams will need to be able to manage the vast amounts of data involved in activity across multiple channels and discern which information is useful for improving sales and generating more leads.
To achieve this, it is becoming increasingly necessary to adopt appropriate digital solutions, especially Artificial Intelligence , which offers very good opportunities for sales:
Task automation that allows sales teams to focus on customer service
Detecting opportunities and the best time to carry out sales strategies
Personalized recommendations for each client
2. Creating value: customer experience at the center
In the current context, where buyers have a great deal of autonomy to inform themselves about products and also to purchase them on their own, the role of the seller remains fundamental, but it is changing.
The changes of recent years show us that salespeople must adopt a more consultative role , and not so focused on closing the sale. McKinsey surveys show that today's buyer is a hybrid : they want the convenience of new technologies, but they don't give up human contact.
Salespeople must make value propositions to customers tailored to their needs, relying on new technologies to do so in an optimal way.
In general, it is about moving from a product-centric interaction to a customer-centric interaction. Promoting engagement over quick sales.
reskilling technological evolution - CatalogPlayer
3. Constant change in direction
Surveys conducted by McKinsey also show that transformation is essential in management teams :
65% of sales managers believe that the speed at which changes occur has increased in recent years
85% believe that adopting new agile working methods will be necessary to ensure success in the coming years
The key, as McKinsey points out, is in the “agile mindset”. For sales teams to carry out this reskilling that we mentioned, they need management capable of solving challenges and adopting solutions quickly.