In the words of the ancient Greek philosopher Heraclitus “the only constant is change”.
The past decade has been a good one for B2B Sales. Less art and more science, we’ve seen B2B sellers go from reactive, to proactive and now predictive about the best offerings and service for their customers. But change is constant! Big unpredictable events such as the COVID-19 pandemic can fundamentally reshape society and how we interact with each other, but despite the unpredictable, some things remain constant – in the world of B2B Sales these constants are technology and customer expectations.
As we race ahead into the new decade, what will be the trends and technologies that will catalyse disruption in B2B Sales? What will be the success metrics that count? What tools will make the biggest impact? We are at the dawn of disruption, and B2B sellers today must start thinking and behaving with the future in mind.
4 catalysts of disruption will shape the future of B2B Sales
- Simplicity from complexity
- Trailblazing customer obsession
- Sales as a science
- Selling is social (not to be confused with social selling)
How sales roles will be redefined