Agile selling in B2B
Nowadays, Small and Medium Enterprises in B2B need to improve their returns on sales investments. They need to capitalize on emerging trends and predictive sales analytics to create a more dynamic sales fitness that will grow revenue faster. In addition, they need to renovate their traditional sales approach to meet the needs of an always-connected customer who expects to be sold to in completely different ways. In short, they need to adopt an agile selling approach. At its core, agile selling is about:
• Modeling the sales experience to continuously predict customer behavior
• Streamlining the buying process by using predictive analytics to gain customer insights
• Strategically aligning working sales spend with an intense focus on ROI to power profitable growth
• Investing in price strategy adoption and deal level governance
The case for agile selling has never been stronger. Last years’ research and experience have shown that an agile selling approach can be a primary source sustainable growth. It can also produce significant improvements in sales force performance. However, most companies have not adopted agile selling principles that are now required. In some cases, the lack of action is due to Sales Managers refusal to let go of the traditional selling approaches they have developed over the years.
In other cases, sales managers have not materialized the value of agile selling because they simply ignore where to invest.
Successful predictive analytics rollouts suggest that tremendous opportunities exist for those companies willing to throw out their old playbook in favor of new sales paradigms.