A customer-centric selling experience has taken over. Not only is virtual sales engagement accepted by customers these days – it is expected. In just the past few years, time spent meeting virtually with customers increased three times in comparison to time meeting in person. 1 Is your organization adapting to this major shift, meeting buyers where they want to be (instead of where you think they should be), and creating exceptional customer journey experiences?2 Or are you continuing to live in the past? Statements of “the death of the B2B salesperson” have indeed been exaggerated. But it is true that a new agile breed of salesperson, with superior training and fresh skills, has taken a seat at the table. And that seat can be anywhere in the world.
The growth of B2B inside sales teams has outpaced that of field sales throughout numerous industries, a trend that will keep rising as businesses continue along their digital transformation journeys.4 Strategic sales solutions can now be provided in record speed at a fraction of the cost – and risk. While you may be excited to create your own inside sales team to take advantage of this opportunity, you should strongly consider what is required to develop that capability in-house before getting started.