The New ABCs Of B2B Selling: Always Be Consulting

John Bruno, VP of Strategy,

In B2B settings, buyers now have most of the power in the buy/sell relationship, armed with more information and keen on getting the best experience in their purchasing journey. In fact, according to McKinsey, B2B buyers are more willing than ever to spend big through remote channels.

This shift in the relationship may make it seem like the B2B salesperson is progressing toward obscurity. However, buyers aren’t going to purchase everything online and independently, meaning there’s still plenty of opportunity for B2B sales personnel to make a meaningful impact in omnichannel sales.

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