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Is remote selling here to stay?

Updated: Mar 2

We all remember the days, we would wake up at 6am to make that important meeting at 10am and hope we wouldn’t be stuck in traffic or have delays on the train. The world looks very different today, where we take the most important meeting in the comfort of our home office.


This transition has allowed companies to dramatically cut Customer Acquisition Costs (CAC) - no customer meetings equals less expenses. Simultaneously it has increased employee productivity. The average office worker used to spend 221 hours (10 days a year) commuting. Less time commuting to work equals more time to focus on what really matters.



Data Source: https://www.relationshipone.com/blog/five-sales-enablement-strategies-remote-working


According to Mckinsey, only 20% of B2B buyers want to return to in-person meetings after the pandemic, this includes industries such as pharma and engineering where “all-digital” would have been unthinkable only a year ago.


Opportunity


While many Sales people moved into sales for their interpersonal and in-person social skills, this shift brings far greater opportunities for early adopters that are willing to make the most of it. 15% of buyers are now willing to invest over $1 Million without in-person interactions. This increases to 32% for deals up to $500k.




This also gives Salespeople the opportunity to manage multiple Large Deals simultaneously, which in the past with multiple weekly in-person meetings would have been almost impossible to master.


Making the most of it


Being an early adopter gives Salespeople the opportunity to better guide their prospects through the sales process and build a trusted advisor status.


For the reasons above Sales Engagement Tools have become more important than ever as it provides all the tools needed to further optimise prospecting and increase the number of prospect meetings.


Getting in front of customers (virtually) is key to remain successful, and it has never been as easy to do, because there is no longer a need to jump on planes, trains and taxis to make a couple of meetings a week.


You can now do multiple relevant meetings a day at the comfort of your own home.


Conclusion


According to the latest LinkedIn State of Sales the amount of remote communication has increased by nearly 60% across all channels adding complexity to the traditional sales process. PipeLaunch was intentionally built to cater for the new way of working by bringing all the modern Sales Tools into one screen. Enabling the Salesperson to do what they are best at: SELLING. We achieve this by A. Automating Prospecting steps. B. Integrating external data into Salesforce.


If you have any questions or feedback feel free to reach out to us on hello@pipelaunch.com


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