According to leading research company Gartner, by 2025, 80 percent of B2B sales interactions between suppliers and buyers will occur in digital channels that focus on a more buyer-centric digital model.
The Future of B2B Sales
Gartner’s research indicates that the future of sales will see a permanent transformation from a seller-centric model to a buyer-centric model, including a shift from analog to hyper-automated, digital-first customer engagement. The new model will bring together:
- Hyper-automation, the automation of B2B sales.
- Digital scalability, enabling digital-first selling.
- Artificial intelligence is shifting to automated, algorithm-based decision-making.
Three Primary Trends Impacting the Shift to Digital B2B Sales
According to Gartner, there are three trends impacting the shift to digital buying:
- Reduced interaction with sales reps. Thirty-three percent of all B2B buyers desire a seller-free sales experience. The percentage is even greater for millennials, digital natives who prefer no sales rep interaction in B2B purchases.
- Rich, virtual buying experiences. B2B buyers prefer digital platforms that operate much like B2C digital platforms.
- Increased digital buying with more data activity. Increased data activity means that sales organizations can capture, organize and query data or even use machine learning or artificial intelligence to gain buyer insights.
Tips for Success in the New B2B Digital-First Sales World
- Engage with the “everywhere customer” by offering digital payments.
- Provide virtual customer engagement without a sales rep.
- Enable virtual seller capabilities for a seller-driven purchase.
The opportunity for digital sales is enormous, particularly for businesses that act promptly to build adaptive systems to engage the “everywhere customer” approach.
To support this shift to seller-driven B2B buying, sellers will need the ability to accept all forms of digital payments, including the latest digital payment solutions, such as mobile wallet support, cryptocurrency payments and AI-driven analytics.
Want to get started with B2B digital payments today?
PayNation can help! Whether you currently have a payments processor or are new to B2B payments, connect with PayNation today and give your customers the digital payments support they need for the cutting-edge payments solutions of today.
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