In-person meetings between customers and salespeople were once at the heart of B2B buying and selling. Now digital communication is embedding itself in every aspect of business. This had led some organizations to look at the future and ask a simple question: Will we still need salespeople?
Where Do Salespeople Fit in the Digital World?
When you need a human to close the deal — and when you don’t.
January 20, 2022
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Summary.
Business-to-business selling used to rely primarily on face-to-face meetings. Even before the pandemic, many interactions were shifting to digital; during the pandemic, video meetings have become the norm. As companies look toward the future, they must reassess the role of personal selling in finding new customers and expanding sales to existing clients.