SSB 11/13/22: Digital shift in selling, are you ready?


The big digital shift is here to stay

The COVID-19 pandemic forced B2B buyers and sellers to go digital in a massive way. What started out as a crisis response has now become the next normal, with big implications for how buyers and sellers will do business in the future.

Recent McKinsey research (2020) on decision-makers’ behavior globally across industries since the crisis began reveals that the big digital shift is here to stay.

Both B2B buyers and sellers prefer the new digital reality

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.

What are you doing differently, given the above stats?

For the full report, Click Here

Jancast # 135 is now up!

The “All News” show- In this episode, we dig into the latest news from the ISSA convention stats, RSV, and why some products have efficacy and others don’t. We also look back at three decades of infectious disease outbreaks and what it may mean in the future. We end with the news that those who use cannabis have less need for ICU treatment or mechanical ventilators….


Scott Jarden

Previous Post
SSB 11/6/22: Look At Product-To-Market Fit
Next Post
SSB 11/27/22: Do you know what your customers want and need?