Comment by satvikpendem
2 days ago
The more that people spend the more they want to talk to an actual human to make sure their product and psychological needs are taken care of, in terms of being comfortable with the sale mentally too.
2 days ago
The more that people spend the more they want to talk to an actual human to make sure their product and psychological needs are taken care of, in terms of being comfortable with the sale mentally too.
I haven't found this to be true, and I've done some pretty large enterprise deals 100% over email.
People usually want a call because they don't know something, not 'just because.'
Depends at what level the company is at, especially if they're non-technical. I've found that non-tech VPs and executives definitely want a call, they'd never approve an email-only deal.
Fair enough. I sell to modern B2B tech companies so am obviously biased towards that.
Maybe that's true for some people. But there's a lot of frustration being shown here and elsewhere that proves there is a demographic of people who really don't want this.
Cars are similar I think. Sure maybe some people need help. But there's is huge demand for a one-click, no-negotiation car buying "experience" (or lack of experience rather).
My conspiracy theory is that this has more to do with Salespeople and established sales channels (dealers) not being able to understand this both because their job depends on it and because they are naturally people-persons. So it feels intuitive to them and they have trouble understanding/accepting that many other are not.
Power law. Only a few deals constitute the majority of the revenue of most B2B enterprise companies, whose customers will not approve a deal by email only, with no (and often an extended) face to face process. This article is talking about B2B, not consumer behavior. And anyway, cars are unique in that their sales are enshrined in law to be done through an intermediary rather than directly by the manufacturer.