Worldwide software sales strategies transformed overnight due to the pandemic – and now it looks like those changes are here to stay. 

Decision makers want to stay with Zoom: Only 20–30% of B2B buyers want to go back to in-person meetings with sales reps after the pandemic restrictions ease up.

Buyers want Amazon-level convenience when purchasing tech: B2B buyers are now more comfortable purchasing big-ticket items through self-service channels, with the vast majority reporting they’d be open to spending $50,000 or more online.

Here’s how software sales professionals need to evolve:

  • If you previously relied on in-person sales, optimize all your collateral for e-commerce and virtual meetings.

  • Update mobile apps, websites, chatbots, and other self-service options to make it easy for customers to buy.

  • Be clear and concise in your language, especially about payment and procurement. Never make a customer guess about next steps when they’re considering spending tens of thousands of dollars with your company.

  • Adopt omnichannel selling with indirect partners and marketplaces.

Want to get into software sales (or look for your next opportunity as a sales professional)? Browse our list of Best Companies for Sales Jobs, from the Powderkeg Tech Culture Awards.

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