For B2B business, the pandemic was a magnifying glass pointing out the cracks in systems. We discovered just how fast digital transformation can be when our livelihoods are on the line. We found that global supply chains aren’t as resilient as we thought. We found that remote work is far more viable an option than we’d been led to believe.
None of these realizations were brand new — we were just able to see them clearly for the first time.
The same is true of B2B buyer behavior. When we talk about how the pandemic changed B2B sales and marketing, what we mean is that we can finally see what we have missed before.
As we rebuild what’s broken and seek to evolve to the next level, we have a chance to put the buyer at the center of our efforts. Here are some of the biggest challenges ahead, and how we can meet them.
