Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales?

To discuss the future of sales, let’s first present how companies made Business-to-Business sales 50 years ago and how it works today. Let’s then peep inside the crystal ball to see what sales (and marketing) can look like in the future.

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How to make data work for your B2B sales team while avoiding common pitfalls in data management

We can associate power with strength, force and influence, but also with destruction and violence – the typical two sides of a coin.

Sayings like “data is the new oil” or “data is a valuable asset” are on everyone’s lips in the age of Big Data. These statements might hide a profound truth, nevertheless. If used rightly, data is worth its weight in gold for a company.

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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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Reduction of customer attrition by implementing a churn prediction software in your sales reporting

Understanding and avoiding customer churn ( or attrition) in Business-to-Business(B2B) organisations can make the difference between a successful financial year or a miserable one.

Every experienced sales leader knows that some customers will eventually churn. Studies in the field of customer retention talk of a 5 to 25 % customer churn per year, depending on the industry. Customer attrition is revenue lost.

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With predictive analytics, big data becomes a big opportunity for B2B sales managers. This big opportunity requires, however, a profound understanding of the sales situation, coupled with an understanding of big data mining models available.

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