Remote B2B Engagement

Influencing Remote Decision Makers

New behaviours adopted by decision makers during the pandemic appear to be lasting. 70-80% of B2B buyers now prefer remote human or digital self-service interactions with sales reps1. Companies need to revisit their sales models and provide remote sales forces with a new set of tools and training.

Why is remote engagement preferred?

Remote interactions were born out of the pandemic, but B2B decision makers also find them easier to schedule, while reducing traveling time and expenses. And it is clear that they expect these remote options to exist into the future. McKinsey states that 89% of companies expect the changes to remain and welcome remote human interaction.

Section 1: Why is Remote B2
Section 1: Why is Remote B2

Why is remote engagement preferred?

Remote interactions were born out of the pandemic, but B2B decision makers also find them easier to schedule, while reducing traveling time and expenses. And it is clear that they expect these remote options to exist into the future. McKinsey states that 89% of companies expect the changes to remain and welcome remote human interaction.

Why invest in Influencing Remote Decision Makers?

Improved turnover

It’s not just the way we interact that has changed. While the turnover created during face-to-face visits is down by 55%, video conference sales have increased by 69%

Remote Detailing Product Page Sections 2
Remote Detailing Product Page Sections 2

More effective sales teams

75% of teams who have launched a new omnichannel sales model report that it is at least as effective, if not more effective than legacy models

Better customer experience

Offering more options for how customers engage with sales reps increases the overall experience

Remote Detailing Product Page Sections 2
Remote Detailing Product Page Sections 2

Enriched customer data

Layering in digital touchpoints enables marketers to enrich their customer profiles with new data sources, and take advantage of new opportunities

Improved turnover

It’s not just the way we interact that has changed. While the turnover created during face-to-face visits is down by 55%, video conference sales have increased by 69%

Remote Detailing Product Page Sections 2
Remote Detailing Product Page Sections 2

More effective sales teams

75% of teams who have launched a new omnichannel sales model report that it is at least as effective, if not more effective than legacy models

Better customer experience

Offering more options for how customers engage with sales reps increases the overall experience

Remote Detailing Product Page Sections 2
Remote Detailing Product Page Sections 2

Enriched customer data

Layering in digital touchpoints enables marketers to enrich their customer profiles with new data sources, and take advantage of new opportunities

How we can help

Are you ready to improve your remote engagement with B2B decision makers? We provide an end-to-end service offering to support you all the way.

Connect the customer experience

Deliver the right content in the right time and place. We can help you map the customer journey, connect online & offline touchpoints, and develop CRM workflows

Remote Detailing Product Page Sections 3
Remote Detailing Product Page Sections 3

Create an ecosystem of content

Our Creative team is experienced in developing content across the consumer journey and tailoring it to the customer’s needs at each and every stage

Develop sales presentations

From retail concept sells to pharma eDetailing, we can help you create persuasive presentations that will help convert new qualified marketing leads

Remote Detailing Product Page Sections 3
Remote Detailing Product Page Sections 3

Create training materials

Leveraging the experience of our Capability Building practice, we can develop a suite of training content to educate key influencers on the sales process

Remote Detailing Product Page Sections 3

Connect the customer experience

Deliver the right content in the right time and place. We can help you map the customer journey, connect online & offline touchpoints, and develop CRM workflows

Remote Detailing Product Page Sections 3

Create an ecosystem of content

Our Creative team is experienced in developing content across the consumer journey and tailoring it to the customer’s needs at each and every stage

Remote Detailing Product Page Sections 3

Develop sales presentations

From retail concept sells to pharma eDetailing, we can help you create persuasive presentations that will help convert new qualified marketing leads

Remote Detailing Product Page Sections 3

Create training materials

Leveraging the experience of our Capability Building practice, we can develop a suite of training content to educate key influencers on the sales process

Remote Decision Makers – Quote Image

As it became apparent that many healthcare professionals prefer remote meetings, we realised we must provide them access to the content that truly matters to them. The eBusiness Institute team helped us to create a bespoke content ecosystem and the response we got was clearly positive.

- Marketing Director, Leading FMCG Brand
Remote Decision Makers – Case Study Image

Download the case study

To see how we helped a leading FMCG brand influence remote healthcare professionals, download our case study: Creating a Connected Content Ecosystem.

Find out more about Influencing Remote Decision Makers