Understand very well what interaction is desired and sought by each segment and, with Marketing, look for how to distribute roles in each one.
Understanding what the client needs at any given time is also indonesia business email list very important.
The "old" cultural mentality that a salesperson is the only one who can relate to a client or that he only has to know how to explain the product and resolve incidents must disappear.
The new role of the B2B Sales professional in a B2B Hybrid Sales format is that of “Helper” to their client. With a product, a tool, a service, an idea or advice.
Beyond knowing how to use LinkedIn tools, such as the Linkedin Sales Navigator or the basics of SEO, using CRM, automation programs and the website itself are also vital.
B2B Hybrid sales are based on constantly devoting time daily to training (courses, webinars, etc.) and searching for tools that help optimize commercial curiosity (Google Trends, Analytics, Semrush, etc.).