Revenue Era 2.0 – Why B2B Purchasing Looks More Like B2C Post Pandemic

Hybrid, remote, or in person – regardless of what the future of work looks like, one thing is certain: reaching the right person remotely is going to get a lot tougher over the next few months.

According to the Prosper Insights & Analytics August 2021 consumer survey, 14.8% of business purchasers who use to work away from home now work from home. This is down from more than one-quarter (25.6%) of workers who reported the same in Prosper Insights & Analytics April 2020 survey, showing more people are returning to work in offices. The August 2021 survey also found that 64% of employees don’t influence company purchasing decisions. Put these factors together through the lens of a B2B sales pro and we have what could make for a difficult time reaching prospects.