New McKinsey study predicts hybrid selling will become the dominant B2B sales strategy by 2024:
– Deal Size:
70%+ of buyers are willing to spend $50K+ with an all-remote sales motion.
25%+ are willing to spend $500K+.
“I no longer have to wait three months for a date when everyone can travel to the same spot. I can speak with experts more often and on short notice.”
Remote reps can reach 4X as many accounts and generate up to 50% more revenue.
However, McKinsey warns that remote-selling models introduce new cultural dynamics for revenue teams. More intentional networking across digital channels is a key prerequisite for relationship building and learning.
What can revenue leaders do to help their teams?
Virtual Experiences for Revenue Teams and their Customers!
Three key use cases for hybrid sales teams:
1. TEAM EVENT: deepen connection and improve collaboration in a sales team or a cross-functional team (e.g., invite solution consulting, marketing, or product colleagues).
2. REVENUE KICKOFF: add inspiration and purpose to the kickoff event. Reinforce RKO messages and themes through a live interactive conversation with an acclaimed expert or celebrity.
3. CUSTOMER ENGAGEMENT: cultivate relationships and build rapport with prospects and customers virtually. We offer experiences for all stages of the customer lifecycle.
Example experience for customer engagement and networking:
Early-stage sales cycle with a high-priority prospect.
The revenue team was looking for a less “dry and formal” way to perform discovery.
Engaging Customer Touchpoint:
The team invited the prospect to the Coffee/Tea Tasting Jumpstart Teamraderie experience. Each participant received an elegant box with coffee drip kits or teas paired with snacks. The meeting started with a 20-minute energizing experience with a barista, followed by the use case discovery session led by the sales team.
Ideas for your H2 2022 revenue team kickoff: Revenue Kickoff Best Practices