Adapting to Hybrid B2B Sales
Buying habits have forever changed since the Covid-19 pandemic: companies have adapted to a new way of communicating with customers, a new way of buying and selling and constantly modifying their lead generation strategy.
The shift to digital has led to the concept of hybrid B2B sales, a combination of digital and personal communication during the customer journey throughout the sales funnel. The traditional approach of managing only the start or the end of the sales pipeline is nowadays not as efficient.
Let’s look at how your company can adopt a hybrid model:
Create strong and responsive relationships with your clients
Open and clear communication with your customers is essential, not just at the start of their buying journey but throughout every interaction with your company. If your sales team can achieve strong, personal relationships with your customers, they can easily build the foundation of hybrid selling.
With proactive and consistent information via various channels – channels that your customers prefer – your team will be able to keep up with any buying patterns and trends.
Today, buying habits alter very often so it’s important your company assists clients through multiple touchpoints, engages, and builds trust. Our sales team constantly analyses and goes through your current customer patterns to understand the sales cycle and conversion process.
Email marketing
We specialise in creating emails that convert and from our experience, email marketing is one of the most efficient and successful lead generation methods of personalised interactions with prospects.
Email is a great digital channel to engage with buyers, educate them about your service, and make them interested in further communication which can lead to more sales.
Increase the proficiency of your sales team
Nowadays, sales teams need to be more flexible to the everchanging world of B2B sales. The changing and hybrid methods need continuous development of your sales teams’ experiences and abilities. Salespeople need to expand their skills and keep track of B2B marketing trends.
Research Runner can support your sales team with training, identifying upselling and cross-selling opportunities, keeping up with digital and advanced technology and ultimately helping your team reach out to the right audience for your business.
Work with the experts
Our team of experts have the digital technologies, expertise, and industry knowledge to effectively help your business with a hybrid lead generation approach. We are always a step ahead and help our clients understand changing patterns and adapt to them.
