Skip to content
Strategic Account Management Association

Strategic Account Management Association

Dedicated to helping strategic account managers and key account managers manage improve relationships with their most important customers

  • HOME
  • MEMBERSHIP
  • EVENTS
  • CERTIFICATION + TRAINING
  • TOOLS
  • RESOURCE LIBRARY
  • ABOUT
  • CONTACT

Tag: Virtual selling

Strategic account manager skills and competencies, Technology

Back to the Future: F2F selling is returning, but virtual selling is here to stay

Jonathan Hughes, Partner, Vantage Partners, and David Chapnick, Partner, Vantage Partners

Just when customer account teams and salespeople were beginning to grow accustomed to virtual-only sales and account management, a return to (some) face-to-face interactions is on the horizon. Customer-facing teams need to continue to up their virtual game, even as they learn how to optimize a balance of virtual and in-person engagement.

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. As vaccines are distributed and we move beyond the most acute phase of the pandemic, most salespeople believe virtual selling is here to stay. According to research we conducted during the second half of 2020 (involving salespeople and sales executives at more than 100 B2B companies), just 31 percent of respondents said they expect to return to pre-pandemic levels of in-person sales activities (Figure1). A strong plurality expects to transition to a hybrid model that optimizes both in-person and virtual selling, while more than one in four expects virtual to become their primary means of interacting with customers.

Figure 1: Percentage of salespeople who expect virtual selling to persist post-COVID
Continue reading “Back to the Future: F2F selling is returning, but virtual selling is here to stay” →
February 2, 2021February 2, 2021Virtual sellingLeave a comment

Recent Posts

  • How To Build A Resilient Sales Identity

    February 14, 2023
  • Strategic Account Manager Training: Begin with the End in Mind and Ask the Right Questions

    February 3, 2023
  • Understanding the Hidden Needs of Key Accounts for Sustained Growth

    January 3, 2023
  • Understanding What Your Customer Needs to Solve

    December 12, 2022
  • The Essential Seven Factors for Unlocking Strategic Account Growth

    November 11, 2022

Social

  • View SAMAtweet’s profile on Twitter
  • LinkedIn

Subscribe to Blog via Email

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Powered by WordPress.com.
 

Loading Comments...