Post-corona permanent impact on B2B sales?
Today, digitization is everywhere: not only are ZEISS products and solutions highly digitized (automated image segmentation in microscopy, eye scanners predict disease development, CTs in production lines automatically detect defective parts), also clients in the B2B field do accept a highly digitized sales process. According to a study conducted in 2020, around 60% of the decision makers would spend more than $50,000 on a completely self-service or remote interaction. While this might not be surprising in Corona-times, it is remarkable that 60% of B2B companies expect to have less than half of their meetings in person also in the future. On the other hand, in a highly relationship-based B2B environment where huge budgets (> 1m) can also be a make-or-break moment for careers:
How can we create trust in a completely virtual sales experience?
Interested in applying design thinking methods to design a wholly virtual end-to-end customer journey? Then bring in your own online experiences and join us to design an exciting and trustful customer experience.