How have B2B sales adapted to the new reality?

[samiaseo222]

The COVID-19 pandemic has been a game-changer for all stakeholders involved in B2B sales . On the one hand, sales teams needed new channels that could effectively replace face-to-face meetings . On the other hand, customers demanded a safe and efficient environment to make their purchases .



In this context, the digital transformation of B2B egypt email list sales emerged more as a necessity than as an obligation so that companies in the industrial sector could continue communicating with their prospects and current customers.


However, even though many B2B companies have been putting off this change in favour of traditional methods, the digital transformation of sales has been widely welcomed by both companies and users . This is reflected in the latest report prepared by McKinsey on how COVID-19 has changed B2B sales forever , which announces that the great digital change is here to stay .



New technologies, key elements to reach users
According to the aforementioned McKinsey report, which includes the opinions of both companies and large consumers in the B2B sector, new technologies are playing a key role in the digital transformation of companies .



In fact, as is logical, since the outbreak of COVID-19, most B2B companies have moved from a traditional to a digital marketing model . Specifically, the percentage of companies that still mainly use traditional means to market their sales and marketing channels has gone from 61% to just 29%. This means a 51% drop in the preference for face-to-face contact with the buyer.


Specifically, video and live chat have become the most predominant channels for maintaining contact between users and sales teams . The percentage of interactions carried out via videoconferences has grown by 41% while the use of online chat has grown by 23%.



When it comes to engagement, video-related actions have proven to be the most effective . In fact, interactions related to this type of content have grown by 69% since April 2020.