B2B Sales Grapples With Going Fully Remote. Turns to Interactive Tech
Yahoo! Finance discusses the challenges that B2B sales teams face in going fully virtual in the wake of the COVID-19 pandemic. Many companies have had to adopt digital sales and marketing strategies to reach customers and maintain business operations. This has created a need for virtual sales tools and a new set of skills for salespeople to effectively communicate with customers online.
One of the biggest challenges is the lack of face-to-face interaction, which can make it difficult for salespeople to build rapport and establish trust with potential customers. This can lengthen the sales process and make it more difficult to close deals. Virtual selling can also make it harder to demonstrate products and services effectively.
Gavin Finn, CEO of Kaon Interactive, a sales and marketing technology company, says, “Enterprise sales teams struggle to consistently communicate differentiated value when the solution is complex. However, when sales teams bring customers into visually immersive workspaces there is a much better opportunity to more effectively communicate complexity.”
To overcome these challenges, B2B sales teams need to adopt virtual selling tools and learn how to use them effectively. This will help them build relationships, demonstrate products and services, and close deals faster in a virtual environment.