Modern B2B buyers are very clear about their expectations of suppliers - they want a seamless omnichannel experience. To keep pace with this new dynamic, your company must shift from a traditional sales approach to a hybrid sales approach. This change enables your business to better meet the needs and preferences of modern buyers, while meeting or exceeding your revenue goals.
McKinsey's extensive research involving over 2,500 sales organizations, along with more than a decade of interviews with sales executives and our B2B Pulse data, clearly demonstrates why over 90 percent of enterprises are committed to maintaining the structural changes made to their sales force in the past year. This shift to a hybrid model is driven by customer demand and the desire for flexibility among sales professionals. To fully capitalize on these advantages and maximize sales ROI, B2B sales organizations must decisively embrace a hybrid, remote-first model and implement four proven success factors.
Read the full original article from McKinsey by visiting their site here: https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-future-of-b2b-sales-is-hybrid.
