📱Report: Majority of B2B Sales Now Completed Online

📬 Friday, November 6, 2025

Welcome to Friday, and to one of the first chilly and frozen days of the fall 🥶 if you’re in Minnesota (like we are)! How many shopping days until Christmas, you ask? How about “how many more prospecting days until buyers disappear for their Thanksgiving and Holiday breaks?” The daylight is shrinking as we look to January, and so remain fewer and fewer productive days of 2025. Let’s get to it! ⌛️

Here’s what you missed this week while you were out selling and growing your business:

1) B2B Marketing Predictions for 2026! 🔮

As more B2B buyers adopt generative artificial intelligence (GenAI) and conversational search tools to gather faster insights, marketing, sales, and product leaders are facing intense pressure to integrate AI tools into their go-to-market applications to keep up.

But 19% of buyers using these AI applications feel less confident in their purchasing decisions due to inaccurate or unreliable information provided by GenAI. The explosion of new and untested GenAI functionality, combined with lagging AI user skills, will result in incidents that lead to the loss of more than $10 billion in enterprise value from declining stock prices, legal settlements, and fines, according to Forrester’s B2B marketing, sales, and product predictions…Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

Tools change. Products change. Buyers change.

But the fundamentals that make a great SALES rep do not.

Everyone has heard the old football coach-turned-gym-teacher describe how “football teaches teamwork, dedication, and grit.” Like football or any sport or learned competitive skill, there remain fundamental actions that provide a baseline of acceptable output(s).

Is sales competitive, like sports? Usually. And are the professionals who work in sales any less impacted by understanding the fundamentals of their job than an accountant, garbage man, or laborer? No way!

In the sales game, the products and services will constantly shift. So will the customers (and how they purchase). But guess what never changes? The fundamental skills that go into effective communications, prospecting strategies, follow-up techniques, and/or closing business… they’re not going to change as rapidly (or at all) like an industry, buyer, or service offering.

See the ball, hit the ball. Keep it simple.

🔥Sales AI Workshops🔥

👉🏼 Do you need assistance writing AI prompts to aid your sales teams? 👉🏼 Have you recently struggled with onboarding a new sales rep? 👉🏼 Do you find your team wasting time searching for customer and prospect data? 👉🏼 If you’re a Manager, wouldn’t it be nice to have a built-in tool to help you train your new sales reps?

If you answered YES to any of these questions, Sales Homie is hosting no-cost workshops to trial some of our sales AI workflow automation tools. Interested in volunteering your business as a use case? Send us a quick email.

CRM SUPPORTER

The CRM to get your sales organized. Pipedrive users close an average of 28% more deals after their first year. Learn more here. 👈🏼

2) This Market Segment Has B2B E-Commerce’s Biggest Blindspot. Any Guesses? 🕶️

Digital platforms are reshaping expectations for how companies manage the transaction experience for customers of all sizes. The shift in business buying is changing both the speed of commerce and the scale of opportunity for providers. But, while enterprise sales teams chase this growth for large corporate clients, they’re systematically overlooking their largest potential customer base: small and medium-sized businesses...Read more here. 👈🏼

⏩ ForwardSelling

Have you navigated to ForwardSelling, Sales Homie’s digital asset brand’s website? If not, you can find it here.

ForwardSelling provides ‘Sales Tools to Power Your Business Development,’ including Sales Homie’s digital sales prospecting tools, strategic sales forecasting and process documents, and marketing-related publications, which are available for download.

3) Report: Majority of B2B Sales Now Completed Online 📱

Closing B2B deals used to involve face-to-face meetings and demos. In 2025, however, deals have moved from conference rooms to browser tabs. According to data covered by DesignRush, 80% of B2B sales interactions between suppliers and buyers will occur through digital channels…Read more here. 👈🏼

SPONSOR AD

Deliver a Better Buying Experience with Digital Sales Rooms. Learn more here. 👈🏼

🚨Sales Squad Kick-Off Event: Did You Miss It?🚨

✅Did you know that only 60% of sales reps actually hit their quotas? - Hubspot

✅Did you know that for every $1 invested in sales training, it returned $29 in incremental revenues. - Forbes

Sales Homie is launching the Sales Squad community, a monthly peer group for 10-12 sales pros focused on skill-building, networking, and mentorship. We’ve secured commitments for half of our first group, with the meeting being held on Wednesday, November 19th, from 1-4 p.m. in Edina, Minnesota. If you’re interested in learning more or attending the first meeting to check out the peer group platform, please check out our website.

📊 Weekly Financial Forecast:

Airlines rushed to provide travelers with updates after the Federal Aviation Administration said it would reduce flights across 40 airports as the longest government shutdown in history continues to drag on.

These are the airports that are expected to be impacted, based on preliminary information before the agency meets with airlines to finalize cuts, CNBC’s Phil LeBeau reported. The preliminary list includes some of the country’s largest airports and major international hubs in Atlanta, Chicago, Dallas, Los Angeles, and New York City.

🦉 Who Is Sales Homie?

To do this, we focus on three areas :

Fractional Sales Leadership, placing a seasoned Sales Executive at any level (Manager, Director, Vice President, Chief Revenue Officer) into your department. Additionally, we have developed our Sales Leader Pro for Small Businesses program, which helps organizations conceptualize revenue and growth initiatives without the investment range typically associated with Fractional. For organizations seeking a consultant, Sales Homie offers Consulting Services tailored to meet your organization’s specific needs.

In need of targeted recruiting for your business development teams? Sales Homie Recruiting builds sales teams that drive results for their organizations. Our retained searches offer 180-day placement guarantees, detailed 30-, 60-, and 90-day onboarding plans, and additional benefits.

Coaching and Training programming includes membership in one of our Sales Squads, a sales peer group ecosystem, individual Sales and Business Owner Coaching, plus our quarterly sales education series, the Revenue Hangout.

For more information, please visit our website.

If you found this content relevant and helpful, please hit the subscribe button below to receive The Sales Report. You can also follow Sales Homie on LinkedIn or Nate Zoellner on Twitter and LinkedIn for more conversation and discovery!