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Capital goods and software (in the B2B industry) are undergoing a digital transformation. Everyone is talking about Industry 4.0 these days. According to new data from Gartner, the future of sales will witness a permanent shift in strategy, methods, and resource allocation that shifts the sales organisation from seller-centric to buyer-centric, as well as from analogue to hyper automated, digital-first client contact. According to Gartner, 60 percent of B2B sales firms will shift from intuition and experience-based selling to data-driven selling, combining their sales process, apps, data, and analytics into an unified operational practise.
Customers see little specific value (beyond their own learning) from sales professionals, according to research, and will see a move from analogue sales procedures to hyper automated, digital-first customer engagement.
Organizations must design sales strategies that incorporate different channels and tools in order to respond to the trend and wants of tomorrow's customers. There needs to be a shift in sales methods from seller-centric to buyer-centric, including hyper-automated and digital-first customer engagement. Assuming that transferring live meeting procedures to online settings isn't enough.
The future of sales is about establishing a comprehensive strategy around a digital-first sales cycle, not just switching from offline to online customer encounters. Moving from intuition and experience-based selling to data-driven selling is also becoming increasingly crucial. If you don't want to fall behind, teach your employees how to grasp and use digital technologies like AI to create leads by allowing them to reach out to customers on these (apparently infinite number 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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