In the past year alone, the sales process has undergone significant changes. As more business takes place in digital environments, customers are changing the way they interact with sales teams. In the LinkedIn 2020 State of Sales Report, 44% of respondents noted longer sales cycles, with customers playing a larger role in the awareness and consideration stages of the buyer’s journey. The virtual sales process has seen a shift in the way customers engage with sales teams, with many buyers interacting with thirteen pieces of content before scheduling a call with a sales rep.
