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COVID-19 accelerates expected B2B sales trends

Sales and Marketing Management

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling.

Trends 156
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Pitch Your Product in Two Sentences

Mr. Inside Sales

We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. Get Access Today.

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How Business Search Behavior Has Shifted During the Coronavirus

Zoominfo

We know, according to ZoomInfo data, as of the end of March, most small businesses still lacked critical tools to enable team collaboration and web conferencing in remote working conditions. It doesn’t look like hiring was on many decision-makers’ minds either. So, what were businesses focusing their efforts on? Glad you asked!

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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

Logistics/Transportation. SAMPLE SCOOP: A mid-level source has indicated that planned initiatives related to digital transformation, collaboration tools, and purchasing will begin in 6 to 9 months, for which a contingent workforce will be leveraged for support. Logistics/Transportation. Logistics/Transportation.

Company 156
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Selling Innovation in a Slow Economy

Janek Performance Group

Inadequate technology and resources: Sales teams need access to the right tools and resources to be effective, such as customer relationship management (CRM) systems, sales enablement software, and market intelligence data. Every decision-maker has an inner critic that says, “This new solution is overrated and not worth the effort.”

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How Business Search Behavior has Shifted During the Coronavirus

Zoominfo

We know, according to ZoomInfo data, as of the end of March, most small businesses still lacked critical tools to enable team collaboration and web conferencing in remote working conditions. It doesn’t look like hiring was on many decision-makers’ minds either. So, what were businesses focusing their efforts on? Glad you asked!

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Going International in Times of Crisis: Good Move, or Too Risky for Established Companies?

Sales Hacker

McKinsey notes that B2B decision-makers are pushing to e-commerce and e-commerce-like sales cycles, and up to 80% prefer either digital self-service tools or to contact teams remotely. Significant health crises like pandemics change the way decision-makers interact during and after the event.