Live webinar, Wednesday May 26th, 2021 (8-9am CET)


The new B2B buying environment and the implications for the sales operating model

A large proportion of B2B buyers now prefer remote or digital self-service over human interactions. The buyers’ tolerance for buying on a fully remote or digital sales model is increasing fast. Technology and meeting restrictions are changing the way customers buy and there is no hiding or waiting for normal conditions to return as very few buyers hope to go back to how things were.

To meet the new buying reality, B2B sales organizations need to re-think the sales process and ensure they are fluent across the digital, online, virtual, and in-person sales channels. Sellers need to take control of technology while being conscious about when and how to double down on human elements like deep domain expertise to build trust and credibility.

At this webinar, we will discuss how sales leaders:

  • Build the right sales force capabilities to ensure sellers are able to balance and use digital, online, virtual, and physical channels to build thought leadership, engage in conversations, build relationships, and close deals
  • Create an operating model that takes the increasing specialization into consideration for better productivity and effectiveness
  • Navigate and choose in the overwhelming amount of technology available to create a competitive advantage through speed and sales process quality

At this 1-hour webinar, we will cover why Hybrid Selling has come to stay, how the Hybrid Seller takes control of technology and becomes fluent across the different channels available as well as how the sales leader creates a supporting operating model.

08.00-08.15: The emergence of the Hybrid Seller
08.15-08.30 The Hybrid Sales Model
08.30-08.50 Building a Hybrid Sales organization
08.50-09-00 Ideas for short-term next steps


Target audience

  • Chief Commercial Officer
  • VP of Sales
  • Head of Sales
Thomas Børve-Jørgensen

Thomas Børve-Jørgensen