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.
“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.”
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.
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.
“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.”
“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
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
“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.”
“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.”