Death of a Salesman?
McKinsey has found that most B2B buyers prefer remote interactions with salespeople. While the figures are slightly lower for evaluating potential suppliers, the data suggests that eProcurement has completely disrupted business to business sales.
Maybe time to put away your copy of ‘How to win friends and influence people’ and learn how to code instead!
Vice President of Sales @ Quire | Solution Selling
4 年I will say this, Paul, that I have had more f2f meetings with clients in 2020 than in my busiest past 3 years combined. Although there is no substitute for breaking bread or hitting the round ball with a client, turning the camera on is incredibly efficient. And although procurement no longer needs sales people to do their research, people still buy the risky things from people.
Procurement Manager at Oranga Tamariki—Ministry for Children
4 年Sad but unfortunately true. It’s easier to 'shortlist' electronically - no fear or anxiety in that. However, e-sales can be just be bombarding you with 'stuff' because that’s easy and risk free too. If it was tailored... but they’ve never met you so how do they know what you might be looking for or innovations the business needs? It’s too easy to remove the human and miss the snippets, over a coffee, that can add real value and help develop relationships that are great for both. Yep, we’re all busy but are we directing our energies in such a way to perpetuate busy-ness or supporting our business?