After COVID meant we had to change – there was no choice. Some people adapted naturally. All needed to acquire new skills. The “great return” has never really happened and the question now is how do we sell in a hybrid world?
Remote meetings have proved not only to be very efficient but also very effective. But they need new skills and more thought about the cadence of the new selling week, managing the sales culture within the business and designing the best sales process.
What is the role of the phone, SMS, WhatsApp…? What about Customer Buying Rooms? How does personal selling fit with digital purchasing?
Face-to-face meetings have come back, but when should they be deployed and what is their purpose? How do exhibitions and conferences fit into a hybrid selling process? How should in-person selling be integrated into a hybrid approach? How do we optimise cost of sale in a hybrid world?