The future has arrived: B2B buyers prefer a seller-free (human-free) buyer journey – Gartner.
- With 27% of buyers up to $500,000 purchases preferring – no human contact – ever, McKinsey.
- Over 90% of buyers up to $50,000 prefer – no human contact, McKinsey.
Now – B2B digital commerce (digital revenue operations) has overtaken seller-led (human-assisted) purchases.
It has profound impacts and opportunities for all B2B businesses. Gartner reports that 72% of B2B buyers complete their purchases through digital revenue operations – no human contact.
Traditional sellers – possibly need up to 90% less business development – sales staff,
Consider the XYZ Radio group today, selling into their local and regional markets; every city has teams of salespeople driving around each regional city – looking to top up their monthly budgets.
Leadership in these situations may identify the top 5% best sales performers to keep – the others may need to be retrained for other roles or planned redundancies.
The opportunities – are a significant reduction in costs and lifts in profitability due to less staff and other associated costs.
But only if your digital revenue operations – your website and other digital assets allow buyers to research your solutions, evaluate your offers and complete a purchase online.
Removing a sales team without building your digital revenue operations to include – more
- trust and credibility,
- strengthening your value proposition – your WHY,
- elevator pitch and narrative,
- lifting your social selling methodology and implementing those practices,
- alongside a more strategic approach to marketing,
Your business will fail to put – more bums on seats – keep and grow your revenue without the transformation- first.
It is the classic old world versus new world business play – the fastest businesses to effectively transform their digital revenue operations – win market share.
Gartner reports that 83% of B2B buyers say they prefer ordering or paying through digital commerce – is your business capable of receiving payment via your website today for all your products and services?
Why – has it come to this? Most salespeople do not enjoy their role; they find it difficult to add value to buyer discussions.
- 27% sales – business development teams are looking for a new job – Gartner.
Buyers have long recognised they could learn more with Google in 30 minutes than meeting with a business development person.
The key is to redefine the salesperson role.
First, integrate your best performers into your digital revenue operations. Elements of the role may be the same – other elements will be automated – which will help build a high-performing sales force.
Gartner proposes a three-step review.
- Diagnose current state,
- Develop your (transformation) plan,
- Execute and drive change,
Want to understand the gaps in your current digital revenue operations?
- How does your business score against the best?
- How to quickly and efficiently solve your digital revenue operations? Either as a DIY approach or with it completed for your business?
Complete this 8-minute quiz – which will deliver your growth blueprint and gap analysis – on how to fix your digital revenue operations. It is free.
See the home page of this website for the quiz.
