The evolution of relations between buyers and sellers towards more digital interactions is here to stay. And the statistics prove it.
A recent study by McKinsey on the modus operandi of decision-makers, whatever the industry, shows a significant change in behaviour:
- Only about 20% of buyers expect to return to face-to-face relationships, including in sectors where on-the-ground sales models have traditionally dominated, such as pharmaceuticals and medical products,
- 70% of B2B decision-makers say they are ready to make new self-service or remote purchases of more than €50,000, and 27% of them would spend more than €500,000
- While face-to-face exchanges have decreased by 52% since the appearance of COVID-19, video-conferencing or instant messaging interactions have increased by 64%,
- 76% of buyers (existing customers but also prospects) prefer an exchange by video rather than by telephone,
- 89% of decision-makers think that this change is here to stay (they were already 78% last April).
Salesmetry has helped several companies to adapt to this change and to react before their competitors.
