Apparently not. According to McKinsey, two thirds of corporate customers intentionally reach for digital or remote in person engagement when given a choice and they’re doing this throughout their purchasing journey via video conferencing. What does this mean for you, the sales leaders?
For the leading B2B companies, this one element is crucial to customer decision making and lifts the buyer-seller interaction beyond the transactional.
Furthermore, recent analysis of sales behaviour during COVID-19 reveals that 12 percent of companies are also comfortable closing deals of $500,000 to $1 million without face-to-face interactions, while 15 percent of companies feel that way about deals worth more than $1 million.
Why is this important? In the new post pandemic world, this is critical for sales efficiency – it means your sales reps should not spend unnecessary time and energy on smaller deals.
If your business has a range of deal sizes, using our new sales process and Lian ensures your reps are differentiating their interactions.