THE DIGITAL TRANSFORMATION: Understanding The Transformation Of Business Models To Digital In The Pandemic

IT’S TIME TO LAY DOWN THE NUMBERS.

In this episode of Outbound Sales No Fluff, Ryan gets down to the data with Gerry Hill from ConnectAndSell, and both of them will analyze and dish out some insights from recent sales and deals data from McKinsey and Company about the impact of the transformation of business models since the pandemic.

Episode Highlights:

• Gerry lays down the statistics
• Remote meetings are growing
• Remote meetings get deals done
• High performers prefer doing cold calls
• Ryan prefers doing deals digitally
• Podcasting as another channel for digital sales

Quotes:

The growth of remote meetings with clients:

“Sales reps spent 22% more time with customers, where the customers prefer to be which is remote.”

The spiking of small deals completed remotely:

“90% of small deals under 100k, and now being completed remotely and 12% of companies are now comfortable in their survey, posing deals between half a million and a million dollars in contract, which is completely transformational where it was 2% prior.”

Top performers are cold callers:

“Performers favor cold calls over cold emails and videos emerging as a top channel. Across the 40,000 deals that McKenzie looked at 82%, more cold calls were made by high performers and low performers.”

Ryan leaning more on the remote and digital sales process:

“For the majority of my time, I spent trying to get deals done and the majority of the meetings done digitally and I usually flew less than most people. And I didn't think it ever impacted my ability to win business.”

Podcasting is a new trend in digital sales:

“Podcasting is another way to get to know one another, not in the business landscape, just talking about the industry problems and getting to know each other a little bit more before and after.”

Get to know our guest co-host:

• Gerry Hill: https://www.linkedin.com/in/beaccurate/

Connect with Ryan and follow him with the links below:

LinkedIn: https://www.linkedin.com/in/salesdevelopmentrepresentative/

Apple: https://podcasts.apple.com/gb/podcast/outbound-sales-no-fluff-the-podcast/id1551086628

Spotify: https://open.spotify.com/show/1in8poGtsAQvucRaUX2YUB

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