The year 2020 was a year of total impact for humanity and the world of B2B.The arrival of COVID-19 began as a local news story, which quickly spread to the point that we had to assume and assimilate a reality that no one expected, the arrival of a pandemic.
Most of the B2B companies did not have a sales planning adapted to a reality similar to that demanded by the 2020 pandemic. Suddenly remote work became the safest and most necessary solution for production.
One year after the 2020 pandemic, how can we evaluate changes in the working modality at a B2B level? Have the new strategies worked? Are they circumstantial, or are they ultimately the new reality?
These and many other questions are on the minds of strategy planners of B2B companies in 2021. But, since working remotely is the most viable solution, let’s approach it as a B2B solution in 2021.
DIGITAL PLATFORMS AS A SOLUTION FOR B2B COMPANIES
Before developing an idea, let’s look at these numbers first. In the end, they are the ones who reflect the reality to be analyzed.
The sources for this information come from McKinsey and Trendicators surveys that thewisemarketer has conducted.
- Up to 40% of the American population have adopted working remotely.
- There is a reduction of more than 50% in the known traditional sales.
- Between 70 and 80% of B2B buyers prefer remote human interactions and digital services.
- There is a genuine intention of buyers to spend in B2B companies through e-commerce:
o70% of buyers are willing to spend $ 50,000.00.
o 27% would spend over $ 500,000.00.
IS THE 2020 PANDEMIC THE CAUSE OF THE DIGITAL TRANSITION?
No way! The digital world has been around for a long time, and e-commerce platforms have borne excellent profitability, efficiency, optimization, and others.
However, COVID-19 was a catalyst for those B2B companies that had not yet finished taking those steps towards the digital world to do so immediately due to the limitations that personal sales traditions have suffered.
The new generations are also not very fond of face-to-face sales. They were born in a digital age with information at their fingertips, and digital transactions are their priority.
Under this scenario, sales leaders must make decisions about the structuring of their work teams, their modalities, and their strategies if they want to stay competitive in the new realities of commerce.
The 2020 pandemic is not the cause, but if a big push for growth and transition to the digital world, the idea is to use it to our advantage.
REMOTE WORK A VISION FOR THE FUTURE FOR B2B COMPANIES
Working remotely is already normal in 2021 for many Americans, who have learned to adapt to these new protection measures and protect life.
For B2B companies, it has turned out to be an adaptation process with quite profitable results. The saving of many operating expenses has generated a good impact.
The above, added to an audience with an attitude towards digital purchases, indicates that the future vision for B2B companies points towards migration to the online world.
Therefore, like many others, if you are a B2B company, use the tools to your advantage, and since remote work is a positive solution, try applying it and implementing it for your sales growth.