Tuesday, January 26, 2021

Significant shifts in B2B buying will dramatically change B2B commerce over the next five years.

Progressive B2B sales organizations will understand that the traditional sales role will evolve, at least in part. Promoting individual sellers' performance proves to be a weak, mismatched means to address the oncoming fundamental shift in how buyers buy.
Instead, sales leaders must evolve their mindset from leading teams of individual sellers to leading the far broader effort of organizational team selling, embracing digital routes to market above all else.

Full Article: 5 Ways the Future of B2B Buying will be Rewritten
https://www.proact.ca/blogs/post/5-ways-the-future-of-b2b-buying-will-be-rewritten' target='_blank'>https://www.proact.ca/blogs/post/5-ways-the-future-of-b2b-buying-will-be-rewritten

A brief review of the top five customer buying trends will demonstrate why and examine the implications for sales leaders and their strategies. The story of evolving buying dynamics has two independent but parallel themes, digital and difficulty, each with dramatic implications for sales organizations.

Digital Trend 1: B2B customers radically discount the perceived value of sellers

Digital Trend 2: Customers reward rich digital buying experiences

Digital Trend 3: Customers' digital buying behavior allows more data analytics resulting in better coordinated customer engagement

Difficulty Trend 1: Customers' struggle to change decreases their ability to buy

Difficulty Trend 2: Customers become overwhelmed with high-quality information

Ultimately, sales is about selling. Irrespective of whether the role of human involvement in sales decreases over time, selling must still happen one way or another; the channel (human versus digital) is merely the means, not the end.


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Posted at 09:00 AM