The Future Roadmap for Digital Selling

Will Lovatt,

Digital selling was part of the sales structure long before the pandemic started, but emphasis on digital interactions with customers became even more crucial when in-person meetings disappeared at the height of Covid. There was a real urgency amongst businesses to embrace digital selling motions across industries. These digital selling and buying channels are very much here to stay. The Gartner Future of Sales report predicts that by 2025 80% of B2B sales transactions between suppliers and buyers will occur in digital channels.

One example of this accelerated shift to digital channels can be found within multinational glass manufacturer Saint-Gobain. Prior to the pandemic they had a traditional approach to purchasing and selling, completing only 10 percent of orders online. Now, more than 80 percent of orders are conducted through AI-powered digital selling platforms, as a direct result of the growing preference of buyers to purchase digitally.

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