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Tech-enabled selling essential for B2B success

Posted by Uncategorised • December 4th, 2020

With a Covid vaccine at the ready and some level of ‘normality’ beckoning, it’s time think carefully about what this approaching ‘normality’ will look like for B2B sales and how your B2B business can prepare.

Only the passage of time will show more clearly how Covid has changed our world in multifaceted ways, but a couple of things are clear right now. Firstly, the economy in the UK and around the world has been severely impacted by lockdowns and social distancing measures. Secondly, people’s behaviours have taken a seismic shift towards digital rather than face-to-face interactions.

So how do savvy B2B companies react to these changes?

Global research carried out by McKinsey and Company shows that looking forward, B2B companies see digital interactions as two to three times more important to their customers than traditional sales interactions. In addition, almost 90 percent of sales have moved to a videoconferencing (VC)/phone/web sales model, and while some skepticism remains, more than half believe this is equally or more effective than sales models used before COVID-19.

These findings demonstrate that a best-in-class B2B digital solution is essential for B2B sellers operating both right now, through this crisis, and in a post-pandemic world. Tech enabled selling, through a fully end-to-end, digital self-service model is where B2B selling is at. Don’t get left behind!

Need a fast track solution?

For b2b companies that have not had the benefit of an integrated ecommerce system during the lockdown and want a quick, easy and smart way to start selling online, Aspidistra, B2B ecommerce specialists, are offering a fast-track solution that can be up and running in two weeks and requires no capital expenditure. Delivered securely as a SaaS (Software-as-a-Service) from the Cloud, our trade portal integrates with Sage and Pegasus accounting systems to provide your customers with a slick personalised ordering process. You simply pay an affordable monthly fee for hosting, maintenance and on-going support on a 24-month contract.