How can we adapt to the hybrid customer?
Posted: Mon Jan 20, 2025 10:09 am
The disruption of the pandemic has accelerated changes that were already taking place in B2B businesses. Increasingly, there is a shift from a predominantly face-to-face sales model to an increasingly digital sales model.
The channels for contacting customers have changed, and with them, so have their behaviour and preferences. In other words, we are now dealing with a hybrid customer .
The new digital reality
After an extraordinary year that has impacted all companies, it is now essential to work on the ability to adapt our sales system to a new, more digital environment.
As a result, many sales leaders are rethinking and retooling the roles of their sales teams to better operate in this new environment.
A recent Gartner report studying the challenges of sales managers in 2021 shows that 74% of sales managers updated the salesperson profiles they were looking for in order to introduce virtual sales and 37% have permanently changed part of their physical sales to virtual ones.
The problem: lack of adaptation
However, in many businesses, sales methods and sales training france whatsapp data are not yet fully adapted to the hybrid customer. While the customer is changing and adapting quickly, the roles of many sales teams remain stuck in the traditional model . This creates an imbalance that causes us to miss sales opportunities.
To be successful in today's world of sales, you must know how to explore, apply and, most importantly, take advantage of the changes brought about by the pandemic and the rise of digital sales.
To do this, it is essential to know the preferences of current customers well. But what is the character of this new hybrid customer?
ipa meeting - CatalogPlayer
The hybrid client
Today's customer is more independent than ever. 92% of B2B customers say their purchasing process starts online , where they learn about the product, compare prices, look for recommendations...
In other words, we are dealing with a self-taught and digitalised customer, who before meeting with any salesperson has already advanced more than half of the purchasing process through online channels.
In summary, here's what you need to know about today's hybrid customer :
You have learned to navigate in digital environments and want tools to do so
Stay informed before meeting with vendors
He knows better than ever what he wants
Solution: Sales Enablement adapted to the new reality
So what is the way forward to adapt to this new customer?
commercial treballant - CatalogPlayer
In this new context, Sales Enablement has become more important since the start of the pandemic. A good Sales Enablement strategy is essential to build a team of salespeople capable of adapting quickly and making the transition to a digital way of selling.
In the context of the post-pandemic world, what should be the priorities of your Sales Enablement strategy?
Work on your online image. This is essential for customers to perceive you as a trustworthy brand that is adapted to new communication channels.
Boost Buyer Enablement. Although Sales Enablement is often focused on training salespeople, today’s customers want digital tools and resources to guide them through the purchasing process.
Invest in systems to properly track sales activities, such as Sales Enablement software . Strengthen the study of metrics to identify where there are flaws in customer relations and prioritize the necessary actions.
The channels for contacting customers have changed, and with them, so have their behaviour and preferences. In other words, we are now dealing with a hybrid customer .
The new digital reality
After an extraordinary year that has impacted all companies, it is now essential to work on the ability to adapt our sales system to a new, more digital environment.
As a result, many sales leaders are rethinking and retooling the roles of their sales teams to better operate in this new environment.
A recent Gartner report studying the challenges of sales managers in 2021 shows that 74% of sales managers updated the salesperson profiles they were looking for in order to introduce virtual sales and 37% have permanently changed part of their physical sales to virtual ones.
The problem: lack of adaptation
However, in many businesses, sales methods and sales training france whatsapp data are not yet fully adapted to the hybrid customer. While the customer is changing and adapting quickly, the roles of many sales teams remain stuck in the traditional model . This creates an imbalance that causes us to miss sales opportunities.
To be successful in today's world of sales, you must know how to explore, apply and, most importantly, take advantage of the changes brought about by the pandemic and the rise of digital sales.
To do this, it is essential to know the preferences of current customers well. But what is the character of this new hybrid customer?
ipa meeting - CatalogPlayer
The hybrid client
Today's customer is more independent than ever. 92% of B2B customers say their purchasing process starts online , where they learn about the product, compare prices, look for recommendations...
In other words, we are dealing with a self-taught and digitalised customer, who before meeting with any salesperson has already advanced more than half of the purchasing process through online channels.
In summary, here's what you need to know about today's hybrid customer :
You have learned to navigate in digital environments and want tools to do so
Stay informed before meeting with vendors
He knows better than ever what he wants
Solution: Sales Enablement adapted to the new reality
So what is the way forward to adapt to this new customer?
commercial treballant - CatalogPlayer
In this new context, Sales Enablement has become more important since the start of the pandemic. A good Sales Enablement strategy is essential to build a team of salespeople capable of adapting quickly and making the transition to a digital way of selling.
In the context of the post-pandemic world, what should be the priorities of your Sales Enablement strategy?
Work on your online image. This is essential for customers to perceive you as a trustworthy brand that is adapted to new communication channels.
Boost Buyer Enablement. Although Sales Enablement is often focused on training salespeople, today’s customers want digital tools and resources to guide them through the purchasing process.
Invest in systems to properly track sales activities, such as Sales Enablement software . Strengthen the study of metrics to identify where there are flaws in customer relations and prioritize the necessary actions.