How will B2B work in a post-pandemic world?

The pandemic has made B2B interactions evolve massively, with the never-ending Zoom meetings and entirely digital communication. So what might B2B sales and marketing look like once society does reopen like life as we used to know it?

B2B Sales & Marketing will likely continue to be more personal

Somehow, Zoom meetings from the comfort of your own home have turned out to be more personal, and we think it will stay this way. Door bells ringing, children interrupting and dogs barking in the background have made B2B relationships more casual and salespeople are actually getting to know their clients better because of the informal context of virtual meetings.

We predict that formal, awkward corporate meetings probably won’t resume in the extent that they did in the past, and that relationships will continue to grow over relaxed Zoom calls.

Digital will remain crucial in B2B sales

75% of B2B buyers are significantly influenced by social media and 84% of senior executives use social media to support purchase decisions, according to LinkedIn’s State of Sales Report in 2020. This trend has increased over the last year with much more social interaction and engagement.

Social media and brands’ online presence will continue to play a large part in B2B sales and marketing, and brands should also use social channels for listening to and understanding their target audiences.

Zoom will remain key for B2B sales

It’s much easier to get key decision makers together via a virtual meeting and Zoom calls have actually proven to get contracts signed more quickly than the sales cycle took in the past.

75% of B2B decision makers believe that virtual meetings are more effective than the sales cycle before the pandemic, so keep in mind that in-person meetings probably won’t take off as much as you might expect.

What are your thoughts on post pandemic B2B sales and marketing? Let us know your ideas on LinkedIn, Facebook or Twitter!