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How COVID-19 has changed B2B sales forever

Stats from McKinsey on the changes and what this means for the future of online sales. Via Jonathan Pollinger.

More than three quarters of buyers and sellers say they now prefer digital self-serve and remote human engagement over face-to-face interactions—a sentiment that has steadily intensified even after lockdowns have ended.

Safety is one reason, of course. But self-serve and remote interactions have made it easier for buyers to get information, place orders, and arrange service, and customers have enjoyed that speed and convenience. Only about 20 percent of B2B buyers say they hope to return to in-person sales, even in sectors where field-sales models have traditionally dominated, such as pharma and medical products.

I enjoy in-person contact for connecting and relationship building but buying online is almost always easier especially for repeat purchases. Also where it reduces the need for travel I’m all for it.



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