Ce que 2020 a appris aux leaders et aux équipes de vente B2B

Mike Pregler, VP Research Director, Sales Executive Services at Forrester, shared last week “What 2020 Taught B2B Sales Leaders And Teams”.

His blog lists five positives, and one of them tackles how selling became more human this year.

For example, we are now virtually opening our homes to one another through the frequent use of video conferencing to primarily collaborate, exchange and buy and sell professional solutions.
In this context, people have also shown great solidarity, support and kindness to each other, and somehow 2020 brought us a bit more together.

People ultimately still buy from people, so it’s undeniable that prospects are willing to be approached in a friendly and helpful way. Since social interactions have significantly decreased throughout the year, one solution is innovative digital tools to humanise more your outreach.

Another element that he presents is that the pandemic forced sellers to take buyers’ perspective. The importance of putting yourself in other people’s shoes, especially in sales, is key to understanding the challenges and the needs of your customers.

We should keep in mind these two lessons to start 2021 the right way, being respectful and thoughtful of the individuals with whom we would like to connect.