In the past, most B2B sales were conducted face-to-face – perhaps in a prospect's conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales.
The shift to remote sales accelerated during the pandemic. But it will only continue to grow. Gartner predicts that by 2025, 80% of B2B sales interactions will occur via digital channels.