What’s in the Future for B2B Sales?
Institutions have long depended on their networks of agencies for international student recruitment and have developed regional B2B sales teams to support them.
In this digital age, does in-person B2B sales have a future?
According to McKinsey
According to the McKinsey report, The Future of B2B Sales is Hybrid, in-person contact will remain a key component of any successful B2B sales strategy:
B2B Buyers state that they expect a balance of traditional (in-person), remote (video conference or phone), and self-service (e-commerce) interaction throughout the entire purchasing journey in equal measure—the “rule of thirds.
Whilst getting the balance right across channels is important, McKinsey reports that “40% of new suppliers prefer to buy only if they’ve met the sales rep in person”.
Conclusion
In international education where relationships have always been highly valued, McKinsey’s research suggests the role of the in-market institution representative will continue to be key to sustainable international student enrolments for years to come.