For any B2B sales company this has meant

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We can see this clearly in the McKinsey study below, where the rise of remote interaction channels with sellers and digital self-service (e-commerce) already account for 2 out of 3 real interactions (in the US) at different times in the B2B Customer Journey Map.

There is no doubt about it. Buyers change faster than sellers. Sellers indonesia business email list are sending a clear message that they want to be independent and autonomous in the initial stages of their purchase funnel.



a challenge in terms of digital transformation of its B2B sales network and culture.

Used to accompanying the client in person from the moment the need arose, now, suddenly, they are only asked for in the final stages of the funnel. That is, to help make the decision and not talk about products anymore.

Adapting sales networks to the new digital B2B sales habits and the new experience desired by a new buyer profile is a challenge for everyone. CEOs, Marketing, Sales, etc. Hybrid B2B Sales are now a priority.