Resulting Changes

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Copyright: 2024
Pages: 26
Source title: A Critical Examination of the Recent Evolution of B2B Sales
Source Author(s)/Editor(s): Joel G. Cohn (Everglades University, Boca Raton, USA)
DOI: 10.4018/979-8-3693-0348-1.ch005

Keywords: Business Science Reference / Business-to-Business / Knowledge Management and Library Science / Operations and Service Management

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Abstract

To understand and appreciate the continual changes in business-to-business (B2B) selling, especially since the COVID-19 pandemic, it is necessary to approach the subject from four viewpoints of organizations and six categories of change. This provides 16 insights and helps identify the effects of the changes on each of the participants and where the available solutions brought new challenges. Technology dominates recent changes in B2B selling. It is not about hardware, or simple software updates, but more profound. Artificial intelligence (AI), machine learning, generative AI, and the concept of the metaverse are all changing how B2B sales are accomplished. The lines between virtual reality and actual person-to-person interaction are blurring; thus, sales professionals must learn, adapt, and gain new skills to keep up. While this is happening, buyers have changed. A key for B2B sellers is to recognize how they changed and what they now demand of their sales contact.

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