How To Shorten Your B2B Sales Cycle With Buying Signals

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The COVID-19 pandemic and 2020 was a year that shook the sales industry and forced nearly everyone to embrace new ways of generating leads and, more importantly, closing sales. A recent McKinsey survey found that B2B respondents across 11 countries in seven sectors had interesting conclusions to share about how their companies have changed because of the pandemic:


“Looking forward, B2B companies see digital interactions as two to three times more important to their customers than traditional sales interactions.” 

Almost 90 percent of sales have moved to a video conferencing (VC)/phone/web sales model, and while some skepticism remains, more than half [of businesses] believe this is equally or more effective than sales models used before COVID-19.”

The B2B digital inflection point: How sales have changed during COVID-19, MicKinsey & Company

Fortunately, the same survey has shown that spending among these businesses has remained intact or has increased, as new initiatives and projects are taken to adapt to these uncertain times. 

Because of this trend, we need to adjust our perception about buying signals in this new normal, considering most transactions and sales are now (Read more...)