The Evolution of B2B Sales: Trends and Transformations

A statistical analysis of sales leaders’ perspectives on B2B sales trends, challenges and technologies

B2B sales resides at the heart of a business: the intersection of companies and their customers. Despite its central role, many B2B sales teams have been slow to adopt technology that helps them close deals efficiently— instead, they’ve continued to rely heavily on paper-based processes. Over the past few years, however, sales teams have been inching toward digital transformation. Progress was slow and steady—until the COVID-19 pandemic hit.

Switching to remote work accelerated the digitization trajectory, and now there’s no turning back—B2B sales teams expect about half of deals to be purely remote after the pandemic, up from just one-third before the pandemic. These shifts have driven sales teams to consider adoption of new technologies and approaches, but this is just the beginning.

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