Sales is an imperfect science, and even more so in the wake of the elimination of face-to-face meetings. Without the ability to connect on a personal level, salespeople have a hard time transferring enthusiasm and articulating the value of their companies' complex solutions. To bridge this gap, companies are transforming to digital customer engagement.
Executives from Fortune 1000 companies have shared their success stories of how interactive digital applications have enabled them to engage and educate buyers virtually, tell their value story better, and uncover new opportunities. This digital interactive strategy helps customers control the digital experience and understand how a company’s unique value proposition will help them overcome business challenges.
To succeed in virtual meetings, B2B marketers and sales professionals must create engaging experiences that evoke emotion and provide multisensory inputs. A digital-first customer engagement approach can lead to more sales and longer-term business relationships.
Poised for Profit: Execs Reflect on Digital Customer Engagement
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B2B buyers are increasingly being influenced by personal decision drivers, such as how comfortable they feel with a vendor, vs. professional drivers, such as pricing, according to recent research.
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