Adopting new things: Breaking the mindset

When customers get what they want, they're willing to spend in excess of billions or more without ever meeting the seller in person. This changing behavior has prompted leading B2B companies to adapt in one important way: Adopt hybrid selling model: After the conventional way tended to be abandoned by consumers, now they prefer the hybrid way. Hybrid has become the default operating mode and represents 70 percent of the sales roles, followed by digital at 64 percent. Mixing the two and adjusting according to a customer's needs should happen at each stage of the sales process.

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