Attention and engagement were hard enough to come by before the pandemic when sellers were face-to-face with B2B buyers. It’s even more difficult when you’re a tiny square image on a screen full of small squares of faces in a virtual meeting.
Audience multi-tasking, limited interaction, and passive presentations are the main reasons 70% of sellers say they find remote selling less effective than in-person meetings.
Beyond virtual meetings, self-service experiences are in demand as well as better, more relevant digital experiences overall.
With the need for an increase in tech-enabled selling, it’s imperative to rethink buyer enablement from a virtual + digital perspective.