What have changed in B2B sales since the pandemic?

[bitheerani90]

man with computerThe pandemic has forced many businesses to adapt to maintain operations and profitability. What seemed temporary, however, has become a new reality in B2B.

A McKinsey survey revealed that digitalization has taken over B2B negotiations:

70-80% of decision makers prefer online b2b email list for convenience and savings.
70% are willing to close purchases over US$50,000 entirely digitally; 27% would invest more than US$500,000 without face-to-face meetings.
Digital prospecting has proven to be as effective as face-to-face prospecting, facilitating both new sales and customer retention.
Video and live chat have grown as key channels, with revenue from video interactions increasing 69% since 2020. Today, 43% of B2B revenue comes from e-commerce and video conferencing.
Respondents indicate that these changes are here to stay. The digital B2B model is not just a trend — it is the new norm.