On this week in sales we’ll be looking at: 

* Whether “omni channel” is the future of B2B sales?* Is Gong Wrong?  And are they ‘Data Pandering’? * How are sales reps losing deals? 

And much more! 

This Week In Sales hosts:

* Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence

50% of B2B Sales Professionals Saw Their Workloads Increase During the Pandemic, New Survey Reveals

Forty-two percent of respondents indicate that customer churn from organizations impacted by COVID-19 is the biggest challenge facing their revenue team in 2021

 Less than 6% of those surveyed are taking in-person meetings today and over 60% of respondents indicated that they won’t resume in-person meetings until the fourth quarter of this year or 2022 and beyond.

https://www.groove.co/blog/2021-b2b-sales-survey-remote-sales-teams-embrace-automation-to-manage-increased-workloads-and-hit-sales-goals/

McKinsey Research Confirms Omnichannel is the Leading Approach to B2B Sales. Effectiveness Jumps Significantly to 83 Percent.

With omnichannel now established as the new buying norm, 85 percent of B2B organizations expect the hybrid rep to be the most common sales role in their organization in the next three years, compared to just 28 percent of organizations that have hybrid sales roles today.

“The realization that digital channels can play a much bigger role in the B2B sales cycle is creating business confidence about the future. A growing number of businesses want to capitalize on the new opportunities that are now in front of them and made possible by digitized and hybrid ways of selling.

More Than Half of Sales Reps Lost a Sale Because They Couldn’t Meet Buyers in Person, Cites New Allego Report

Going Remote Has Hurt Productivity and Morale

* 62% of sales professionals say they’ve lost a sale because they couldn’t meet personally with a buyer.* 56% of sales leaders say remote work has negatively affected team culture, and 57% of sales reps say they’ve felt unmotivated working remotely during COVID-19.

Going Virtual Has Hit New Hires Harder

* On average, it takes 2 times longer for new hires to be productive during the pandemic compared to when they could train in-person.* 49% of sales reps hired since COVID-19 say they haven’t been coached well enough on virtual selling to succeed.

https://www.allego.com/resources/virtual-sales-coaching-report-how-sales-training-has-changed/

Vidyard Launches Desktop Apps as Adoption of User-Generated Videos in Sales Accelerates

As more businesses embrace the shift to remote work and reduced travel, a growing number of sales teams are turning to user-generated videos to connect with customers and share ideas when they can’t be there in pe...