Building a modern B2B Sales Playbook
Modern B2B Selling Approaches
A move to buyer-centric sales strategies. A shift from one-time sales to perpetual motion.
Emphasizing the buyer experience over siloed sales routes.
Shift To Team-Based Sales Collaboration
B2B firms embracing “everyone in sales” mentality. Inside sales and field sales activities and roles blur.
Post-sale personnel impact growth and retention. More employees support revenue generation.
A Shifting Buyer – Seller Landscape
Covid-19 challenges accelerate in-progress trends. A downward trajectory of on-site sales meetings. Convergence of inside sales and field sales.
Adoption of digital tools by both buyers and sellers. A sales shift from individuals alone to a team-based approach.
The pervasiveness of buying committees, procurement and the C-suite.
Selling expands to a team-based approach to deliver continuous value across the lifecycle.
Digital Tools
A shift from ‘convince’ to delivering value to the process, sharing insights and enabling new ways of doing things.
With modern digital tools, sellers can, sell with confidence and precision, reframe the sales meeting dynamic and deliver tailored market insights.
