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Countless trends in B2B sales – what really matters.

What are essential trends in B2B sales and how to succeed in this flood of innovation?

B2B Sales is fighting an innovation race. Sales managers often have to decide whether they want to engage in a new “sales trend” or not. Which new sales channels should they consider? Which supporting IT programs implement? Which new methods are adopted and which are not?

According to Gartner, purchasing behaviour in the B2B sector is adapting to today’s fast and innovative economy. During this “big data” age of new technologies and rising customer expectations, companies should not stick for too long to old structures. In short, a stagnating company cannot survive in such a dynamic market.

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Why Motivation in B2B Sales is overrated

Managing Sales Behaviour to Improve Sales Performance using Predictive Sales Analytics

Improving sales performance often involves coaching and modifying the way your key account managers work – what practitioners in the field of sales & marketing define as behaviour. Changing behaviour usually leads to better performance in B2B sales.

There are several known theories and models about behaviour that have not been explicitly developed for sales professionals, but about general social practice.

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Why is your ERP useless without AI?

Why is a legacy ERP becoming irrelevant in an AI era, and what can you do about it?

Let’s face it. In a few years, we will lose the battle against the terminator. Even without the help of a computer scientist, a sales manager recognizes that the near future will bring considerable changes in his profession – triggered by artificial intelligence (AI).

 

Soon machines will take over the job of a sales manager. There will be artificial thinking selling-machine more efficient than salespeople will ever be, thanks to artificial intelligence. The more data they gather, the better they get. Machines will soon take over. Brace yourself.

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