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How remote-working challenges are disrupting B2B sales

Sales organisations have been massively disrupted in the wake of Covid-19 with many forced to seal deals remotely, at a greater distance from the customer, according to e-documentation leader DocuSign.

“The disruptions of 2020 are changing how buyers buy and sellers sell,” the company explains in its blog post. “Ninety-six percent of [US] B2B organisations have shifted their go-to-market model in the last six months.

“Technology has given sellers unprecedented virtual access to decision-makers and the ability to get business done from anywhere, but it also makes the remote sales process even more competitive.”

Businesses can find it trickier to keep deals moving right through the sales process, while maintaining customer relationships and collaborating to close those deals — especially when they’re relying on a range of different applications.

Sellers have been thrust into this new world, DocuSign explains, and sometimes there’s not enough alignment between, for example, online meetings and relevant CRM platforms.

This suggests that careful documentation at each step might be one way to help salespeople sell in an agile way without damaging customer relationships — which have often been carefully nurtured over time.

Meanwhile, buyers can be looking to refocus corporate purchasing priorities as well as include more people in the decision-making process, according to DocuSign.

Watch the related online panel discussion of best practice on demand: ‘How to Keep the World Buying and Selling.’

In other news, DocuSign in July announced its acquisition of Liveoak Technologies for $38m, which will further deep integration of Liveoak’s secure agreement-collaboration platform with DocuSign e-signature solutions.

Nasdaq-listed DocuSign has scheduled an earnings call for Q2 2021 on Thursday 3 September, at 1:30pm US Pacific Time – dial-in details here.

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