Post-pandemic B2B Sales in the Nordics – Finding the New Normal
Based on a Nordic survey and project experiences, Differ offers a framework for finding the post-pandemic “New Normal” in B2B interactions. Our findings indicate that the future will be one of more differentiated modes of interaction, where digital becomes the norm and exception are given for introductory meetings, complex discussions and negotiations, as well as creative sessions, which all will favor physical proximity.
As we are now hopefully approaching the end of the pandemic, or at least entering a phase without severe restrictions on physical interaction, B2B Sales organisations can look back and reflect on two very special years. They were all forced to shift to 100% remote sales practices in March of 2020, and have been on a bumpy road since then. Official restrictions have been lifted and then reintroduced, and their customers’ policies for on-site visits have changed several times.