The digital transformation of capital goods and software (in B2B business) is in full swing. Industry 4.0 is on everyone's lips. New research by Gartner suggests that the future of sales will see a permanent transformation in strategy, processes, and resource allocation that moves the sales organization from seller-centric to buyer-centric and from analog to hyperautomated, digital-first engagement with customers. Gartner found that 60% of B2B sales organizations will transition from experience- and intuition-based selling to data-driven selling, merging their sales process, applications, data, and analytics into a single operational practice.
Research also shows that customers perceive little distinct value (beyond their own learning) from sales reps and will observe a shift from analog sales processes to hyper automated, digital-first engagement with customers.
In order to respond to the trend and needs of tomorrow’s customers, organizations must develop sales strategies, which combine multiple channels and tools. There needs to be a shift from seller-centric to buyer-centric sales strategies, which includes hyperautomated and digital-first customer engagement. Assuming that copying live meeting practices to online settings is not sufficient.
The future of sales is not only to switch from offline to online customer meetings, but it is all about developing a whole strategy around a digital-first sales cycle. Also, moving from experience- and intuition-based selling to data-driven selling becomes increasingly important. If your company doesn't want to get left behind, training your staff to understand and harness the power of digital technologies such as AI will generate leads by enabling them to branch out to consumers on these (seemingly endless list of) platforms.
With digital transformation now being the immediate future, Group Futurista is happy to present the 2nd edition of its “Future of Digital Sales” webinar so that your organization can understand more about the changing landscape and digitization of the Sales industry.
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