For Lian to generate better quality and faster sales, in addition to providing the sales insights and analytics, we adapt the way sales reps work to the new post pandemic world.
The most compelling reason why remote sales is here to stay is that it works. Remote sales reps can reach four times as many accounts in the same amount of time and generate up to 50 percent more revenue.
Even partial shifts can generate significant performance benefits.
B2B buyers apparently agree. In 2021, more than two-thirds opted for remote human interactions or digital self-service across the sales process, underscoring the need for sellers to offer in-person, remote, and digital self-serve interactions in equal measure if they want to meet buyers’ expectations.
But there are two myths that prevent most companies from embracing this new paradigm.
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.
Again, the evidence says otherwise.
While buyers are willingly engaging in an omnichannel approach, many sales organisations haven’t kept pace.
Many buyers are willing to spend big on a single transaction using a remote or self-service model. Again, research indicates 71% of buyers are willing to spend more than $50,000 in a single transaction, and 27% percent would spend $500,000 or more.
When asked what they wanted most from their sales rep, one executive told us, “Please stop asking to meet with me in person. I’m busy enough as it is”.
Other executives like the fast and easy access to their suppliers’ product and subject matter experts that remote engagement allows.
As one executive commented, “I no longer have to wait three months for a date when everyone can travel to the same spot at the same time. I can speak with experts more often and on shorter notice.”
The long tail of COVID-19 continues to make the logistics of meeting in person challenging.
Since the start of the pandemic, companies have publicly announced office-space reductions of 20 to 50 percent and have indefinitely extended full- or part-time work-from-home arrangements for their employees, making remote meetings easier and more practical for buyers in many instances.
Sales teams are also growing more comfortable with a remote-first model. While some teams are eager to dust off their travel gear, many are in no hurry to resume road-warrior lifestyles. Digital engagement works just as well, they feel, largely due to better technology connectivity.
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