Hybrid-Selling and Return-to-Work Trends Revealed in 2022 B2B Sales Survey

The article discusses the results of a 2022 survey on B2B sales trends and strategies, including the impact of remote work on sales teams and the rise of hybrid selling. The survey was conducted by Groove, a sales engagement platform, and included responses from over 500 B2B sales professionals. Here are some key takeaways from the article:

• Remote work has become the new normal for many B2B sales teams, with 72% of respondents saying that they expect remote work to be part of their sales process in the long term.
• Hybrid selling, which combines elements of both remote and in-person sales, is gaining popularity. 60% of respondents said that they use hybrid selling, and 92% said that they plan to continue using it in the future.
• Sales teams are using a variety of channels to engage with prospects, including email, phone, social media, and video conferencing.
• However, email is still the most popular channel, with 89% of respondents saying that they use email to communicate with prospects.
• Sales teams are also using technology to automate and streamline their sales processes. 70% of respondents said that they use sales engagement software, and 55% said that they use a customer relationship management (CRM) tool.
• The top challenges facing B2B sales teams include generating leads (cited by 51% of respondents), closing deals (48%), and finding new prospects (43%).

Overall, the survey results suggest that B2B sales teams are adapting to the new realities of remote work and leveraging technology to improve their sales processes. Hybrid selling, in particular, seems to be an effective strategy for engaging with prospects and closing deals.