A study of how the global pandemic has influenced the way we engage with customers
COVID-19 has disrupted nearly every part of business, not least the classic commercial sales model. To determine exactly how customer engagement has changed, we have conducted a robust global study with more than 300 commercial executives from varying functions, industries and locations.
Our findings show a different buying behaviour underpinned by customers’ openness to change. When it comes to virtual sales, our research highlights how executives and customers alike are adapting. With customers open to meeting virtually, results also show an increased win rate and a shortened sales cycle: