Omnichannel in B2B sales: The new normal in a year that has been anything but

B2B buyers aren’t just moving to omnichannel. They’ve arrived. Given the choice of in-person, remote, and e-commerce channels, purchasers have shown they want them all.

McKinsey’s research on B2B decision makers confirms that omnichannel is not simply a trend, nor a pandemic workaround—rather, it is a critically important fixture for B2B sales globally.

Omnichannel is the standard, not the exception

Omnichannel is the standard, not the exception

B2Bs say omnichannel works—and even surpasses past approaches

B2Bs say omnichannel works--and even surpasses past approaches
Effectiveness of new sales model in reaching and serving customers

Buyers will spend six figures or more digitally, and budget projections are equally robust

Buyers will spend six figures or more digitally, and budget projections are equally robust

As purchasing goes omnichannel, sales models will go hybrid

As purchasing goes omnichannel, sales models will go hybrid
Expected return to in-person meetings and events
In what ways is your company's product or service sold today?

To capture growth, B2Bs must overcome specific omnichannel pain points

To capture growth, B2Bs must overcome specific omnichannel pain points

Omnichannel isn’t going away. And that’s a good thing. B2B sales organizations that lean into this shift and enable integrated interactions across the buying journey could turn the learning curve of the last 12 months into a new trajectory for growth.

How B2B decision makers are responding to the coronavirus crisis

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