Photo by Bruce Mars on Unsplash
COVID-19 has altered how buyers and sellers interact. The changes in customer behavior in the wake of the pandemic show accelerating digital adoption and increased vendor expectations.
Mckinsey recently published a survey of 3,600 B2B decision-makers worldwide. The survey explored how buying behaviors have changed in 2020. Conclusions from their findings include the fact that customers are twice as likely to prefer a digital interaction than an in-person one, and that they want digital self-service tools.
In the 2020 LinkedIn Sales Report, 55% of respondents anticipate a decrease in the pipeline, and 44% of respondents expect a decrease in responsiveness to outreach. These two big shifts — consumers’ adoption of digital and slower sales for some companies — have made customer onboarding a vital part of every software business.
Customer Onboarding Is a Strategic Initiative
In a world where selling is becoming increasingly difficult, once a new client is acquired, companies must do everything
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