We've seen it happen with SMB and it is now happening within Enterprise. Post-2008, SMB sales became more data-driven and more specialized, resulting in higher velocity sales. We thought this was the result of improved selling capability, but what if the buyer simply wants to buy faster? What if they now prefer to spend less time being pitched in live meetings, and more time researching and evaluating solutions on their own?
Today, enterprises around the world have to adopt remote selling. And what may appear as a challenge could actually be a huge opportunity. With the right tools, content, skills, processes, and yes, videos, they can greatly shorten the sales cycle and increase win rates. But to do so will take a significant change in how we approach enterprise sales, and how we empower our reps to be successful.