The effects of COVID-19 on customers' spending, expectations and behaviours are rippling across the B2B landscape.
McKinsey's most recent study shows that B2B decision-makers in Europe are highly optimistic and steady. That's pretty good news! Remote selling is now the new norm and perceived to be effective, sales model changes are expected to stay and the importance of digital sales has doubled over that of traditional sales interactions.
Onsite search is now seen as the most beneficial for researching suppliers. So if you've set up your website accordingly, you're probably reaping the rewards and generating leads.
Question is: are your online leads turning into real sales opportunities for the business?