Three Tips
to Drive Growth
in B2B Sales
Digital, but make it human:
Digital transformation is here to stay, and within the next five years, most sales engagement will happen in a digital environment. But don’t put all of your eggs in the digital basket – smart organisations are investing in human engagement initiatives alongside digital platforms to help close sales and provide much-needed expertise to customers.
The future is data:
No matter how sophisticated your GTM approach is, if you are targeting the wrong customers, your sales strategy will fail. B2B organisations must invest in digital platforms that have embedded tracking to identify and understand buyer intent, and then follow up with targeted, personalised sales messaging.
People are your best asset:
Today’s B2B buyers have different expectations of B2B sales and meeting those expectations won’t always be easy. Organisations should invest in appropriate training, development and leadership to empower sales teams to engage with customers and understand how to engage and support customers in a digital buyer journey.
