Change in Business to Business Sales

Abstract

Over the past four years, considering the pandemic, many writers have been concerned with whether our world would continue to change or whether we had achieved all that we could and society would stagnate. The impact of the COVID-19 pandemic seemed to many to bring progress to a halt. As businesses shut down, as sellers struggled to work from home, and as buyers refused face-to-face meetings, it appeared we would take a step back in time regarding B2B sales. Yet, in hindsight, business was resilient and adept at using technology so that many business functions, including B2B sales, continued to work and prosper despite the restrictions and fears that the pandemic brought.