Hybrid selling, what does it mean?
Hybrid selling: remote selling combined with physical sales. With hybrid selling, there is virtual or remote sales combined with physical sales. For example, you can meet in your physical showroom once a year and keep in touch throughout the year using a virtual tool.
What are the benefits of hybrid selling?
Cost-effective and time-saving
Hybrid selling reduces travel costs. Physical meetings only take place when it is necessary. You don't have to take the car or plane for every meeting or event.
Imagine: your company participates in several trade fairs every year. Hybrid selling means that you are physically present at certain fairs and that you virtually participate in others. This way you save valuable time and money.
By traveling less and doing certain meetings or events remotely, you reduce your carbon footprint. If there is one thing we have learned, it is that some appointments can easily be done online.
The future is hybrid
McKinsey research shows that customers prefer a mix of virtual and physical sales moments. Consumers don't want to go back to in-person meetings only.
According to McKinsey, the hybrid sales model is the future. 64% of the b2b companies surveyed said they will invest more in hybrid selling. They currently mainly invest in hybrid sellers.
They have both physical and online contact with their prospects and/or customers. They contact the customer by phone, video call, using certain online tools and only occasionally via a personal meeting.
- 85% expect 'hybrid salespeople' to be the most common sales function in the next three years.
- 28% of b2b companies have hybrid sales functions.