How to prepare your salespeople for hybrid sales?
Posted: Mon Jan 20, 2025 10:31 am
This was explained by Pere Tura, CEO of CatalogPlayer, at Social Selling Day 2022
B2B consumer purchasing patterns have changed rapidly in recent years. It therefore makes no sense to continue using traditional strategies.
This question, which is very much a topic in the world of sales, was discussed at Social Selling Day 2022 , which took place in Barcelona last October. Below we present, in short 1-minute videos , the reflection made by Pere Tura , CEO of CatalogPlayer , in his presentation “Sales Enablement: how to increase your customers’ engagement” .
Traditionally, most purchasing decisions have been made india whatsapp data during sales visits and, in general, based on the relationship between the customer and the salesperson. However, this has changed. Today, customers come into contact with the brand through many different channels and all these contacts influence the purchase decision in a different way.
How do B2B consumers buy?
This new, much more digital context has accelerated a process of hybridisation in sales, with hybrid sales . Today's customer does not completely give up on face-to-face contact, but wants to take advantage of the benefits offered by digitalisation.
Hybridization of B2B sales
So how can we train salespeople to sell in this new context? In this new reality, it is essential that the sales force has the tools necessary to offer an improved customer experience. It is not just about selling, we must give the customer reasons to continue trusting us.
B2B consumer purchasing patterns have changed rapidly in recent years. It therefore makes no sense to continue using traditional strategies.
This question, which is very much a topic in the world of sales, was discussed at Social Selling Day 2022 , which took place in Barcelona last October. Below we present, in short 1-minute videos , the reflection made by Pere Tura , CEO of CatalogPlayer , in his presentation “Sales Enablement: how to increase your customers’ engagement” .
Traditionally, most purchasing decisions have been made india whatsapp data during sales visits and, in general, based on the relationship between the customer and the salesperson. However, this has changed. Today, customers come into contact with the brand through many different channels and all these contacts influence the purchase decision in a different way.
How do B2B consumers buy?
This new, much more digital context has accelerated a process of hybridisation in sales, with hybrid sales . Today's customer does not completely give up on face-to-face contact, but wants to take advantage of the benefits offered by digitalisation.
Hybridization of B2B sales
So how can we train salespeople to sell in this new context? In this new reality, it is essential that the sales force has the tools necessary to offer an improved customer experience. It is not just about selling, we must give the customer reasons to continue trusting us.