The Future of B2B Sales: A Digital-First Approach

Gartner defines the ‘future of sales’ as the permanent transformation of organizations’ sales strategies, processes and allocation of resources, moving from a seller-centric to a buyer-centric orientation and shifting from analog sales processes to hyper-automated, digital-first engagement with customers. 

via Gartner

Why 360 Degree Enablement will Transform B2B GTM

“Many B2B technology and service providers approach go-to-market (GTM) strategy in silos. First, they develop the product and identify the market segmentation, then they create sales and marketing strategies. But buyers increasingly expect more.”

Here’s a better way: “Overcome Data-Driven Agile Marketing Shortfalls.”

via Gartner

How to Sell Business Technology During a Crisis

The COVID-19 pandemic has disrupted business operations across a broad swath of the economy and left both buyers and sellers reeling. IDC’s modeling of this crisis, The Five Stages to Enterprise Recovery, breaks down how companies respond into five phases.

via IDC

B2B Decision Making Pulse: How Selling Has Evolved

Amid the COVID-19 pandemic, the way companies buy from and sell to each other now looks very different than it used to — perhaps permanently. To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality.

via McKinsey

B2B Virtual Selling: How to Fuel More Digital Growth

By enabling frontline sales to navigate the world of virtual sales, sales leaders position their organizations to gain customer confidence and trust, accelerate their renewed go-to-market strategies, and drive growth. Savvy B2B marketers support this key trend.

via Gartner

Why B2B Marketers Fail with ABM and Lead Generation

“It is simply impossible to determine the success of marketing on the basis of leads or accounts. It’s time for B2B marketers to make the shift from leads to buying groups and opportunities. Here are the top three concepts B2B marketers need when moving to buying groups.”

via Forrester

How to Overcome Data-Driven Agile Marketing Shortfalls

“But under the present circumstances, data and analytics teams are strained to deliver against expectations and need to develop new ways of thinking. In particular, it’s difficult to adapt to change and transform go-to-market strategies by merely looking for solutions in marketing dashboards.

via Digital Polymath

The Growing Demand for Hybrid Sales and Marketing Skills

Gartner’s latest research demonstrates the IT industry buying reality. As business-to-business (B2B) buying behavior continues to change, the traditional IT vendor go-to-market approach will fail to meet expectations.

via Digital Polymath

IT Channel Partner Evolution will Continue in 2020

“To sum 2020 up in simple terms, we are seeing a monumental shift in how buyers acquire products and services and how companies are reacting with their go-to-market (GTM) and routes-to-market (RTM) strategies.”

via Forrester

How Sales Enablement Tools Unlock B2B Growth

“Seventy-one percent of executives surveyed by Gartner said they had plans to deploy sales enablement tools to support sales training, coaching and onboarding in the next two years,” said Hilbert. “Seventy-seven percent indicate they were in the process of, or are going to, deploy sales digital content management or guided selling tools in the next two years.”

via Gartner