Covid-19 has completely changed the process of B2B buying and selling. Perhaps this change is going to be there forever.
Covid-19 has brought many challenges and uncertainties in the business world. Many businesses have shut down or are on the verge of shutting down Nothing normal is happening during this Pandemic.
Good news is B2B world is gradually emerging out of the crisis. Both B2B buyers and sellers are embracing the New Normal – All Digital. More and more buyers and sellers prefer remote interactions over face to face meetings.
Safety was the initial reason for this new normal. However, B2B buyers and sellers have become accustomed to this new way of doing business. Both buyers and sellers enjoy the convenience in terms of scheduling meetings, saving time & travel expenses. Only around 20% B2B buyers say they want to return to in-person sales.
Some major changes Covid-19 has brought are:
Now is the time for Marketing and Sales to be more proactive with customer outreach and lead generation. With face to face meetings and events scrapped due to Covid-19, sales people need more support from Marketing for generating leads. There is an overall jump in demand generation and lead generation campaigns throughout the B2B industry.
With a higher demand for leads, many lead generation partners have started using questionable ways of generating leads. According to a survey, more than 80% of sales people waste their time trying to chase disqualified leads or bad prospects. The post Covid-19 world is way too competitive to deal with such leads, every sales person should question these points before following up with the leads:
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