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How to ready Your Business for a fundamental Shift in B2B Sales processes

How to ready Your Business for a fundamental Shift in B2B Sales processes

Published by: Research Desk Released: Jan 21, 2021

With B2B sales processes already on track to mirror the shift toward digital interactions in the B2C environment, the phasing out of traditional
sales has suddenly and dramatically hastened in recent months. Today’s B2B customer sees digital interactions as twice as important1
as they were pre-pandemic, and two to three times more important than traditional sales interactions going forward.
Tomorrow’s business buyer, if not today’s, is apt to demand from B2B sellers the very same outstanding digital purchasing experiences
enjoyed by regular online consumers. Like regular consumers, business buyers searching out digitized interactions are increasingly
drawn to online marketplaces, which strive to offer intuitive, full-service buying experiences that streamline research, contracts and the
purchase itself. These business buyers form no small component of the buyer behavior trend reshaping sales. With a whopping one-third of all U.S. business
done through e-commerce, 63% of those e-commerce sales now occur on marketplaces.2 And with e-commerce penetration effectively
doubling between June and August 2020,2 B2B e-commerce in July was up by 20% since the onset of the pandemic.