You should be prepared for these changes in sales

In my article for the book “Chefsache Interim Management” I have presented ten theses on how B2B sales will change in the near future.

I am continuously reviewing and updating them on this page if required.

Click here to download the PDF.

10 THESES ON THE CHALLENGES TO SALES IN THE AGE OF DIGITALIZATION

(2020-09)

1.
All information sources must be actively managed via a content management system: On/offline, social networks, blogs, video, influencers. Understand social networks as an important channel.
2.
We live in “Amazonia”! Design simple and stable purchasing processes (one-click purchase), because sales are shifting to standardised trading platforms (Amazon BISS, Wer liefert was?, Mercateo Alibaba, …).
3.
Get faster in the processes, analyse and optimise the sales cycles: win fast, lose fast. Artificial Intelligence and Blockchain technology still fuel the whole thing.
4.
The customers no longer listen, they want more concrete answers. Customers are learning faster.
5.
Focus on Generation Y as they have increasing purchasing power. Motto: “Share and Win”.

6.
Many products are threatened with commodification: A differentiation to competitors is hardly possible anymore – only through (digital) services and best-in-class customer experience (CX).
7.
Sales & Marketing merge: The information and decision-making processes shift to the Internet, where central data hubs and platforms are created.
8.
The role of the sales representative is shifting towards that of a specialized consultant. He/she is only needed in the last third of the decision-making process – often in a team. 2/3 of the journey the customer is going alone!
9.
Use interactive, haptic tools: shift away from Sales Rep-guided Selling to VR-supported configurators (VCPQ – Virtual Configure, Price, Quote).
10.
Old rules no longer apply. It will never be as slow as it is today. Growth will be exponential. A new, more agile sales culture is what is needed: #vertriebshygiene

10 THESES ON THE CHALLENGES TO SALES IN THE AGE OF DIGITALIZATION

(2020-09)

1.
All information sources must be actively managed via a content management system: On/offline, social networks, blogs, video, influencers. Understand social networks as an important channel.
2.
We live in “Amazonia”! Design simple and stable purchasing processes (one-click purchase), because sales are shifting to standardised trading platforms (Amazon BISS, Wer liefert was?, Mercateo, Alibaba, …).
3.
Get faster in the processes, analyse and optimise the sales cycles: win fast, lose fast. Artificial Intelligence and Blockchain technology still fuel the whole thing.
4.
The customers no longer listen, they want more concrete answers. Customers are learning faster.
5.
Focus on Generation Y as they have increasing purchasing power. Motto: “Share and Win”.
6.
Many products are threatened with commodification: A differentiation to competitors is hardly possible anymore – only through (digital) services and best-in-class customer experience (CX).
7.
Sales & Marketing merge: The information and decision-making processes shift to the Internet, where central data hubs and platforms are created.
8.
The role of the sales representative is shifting towards that of a specialized consultant. He/she is only needed in the last third of the decision-making process – often in a team. 2/3 of the journey the customer is going alone!
9.
Use interactive, haptic tools: shift away from Sales Rep-guided Selling to VR-supported configurators (VCPQ – Virtual Configure, Price, Quote).
10.
Old rules no longer apply. It will never be as slow as it is today. Growth will be exponential. A new, more agile sales culture is what is needed: #vertriebshygiene

You should be prepared for these changes in sales

10 THESES ON THE CHALLENGES TO SALES IN THE AGE OF DIGITALIZATION

All information sources must be actively managed via a content management system: On/offline, social networks, blogs, video, influencers. Understand social networks as an important channel.

We live in “Amazonia”! Design simple and stable purchasing processes (one-click purchase), because sales are shifting to standardised trading platforms (Amazon BISS, Wer liefert was?, Mercateo Alibaba, …).

Get faster in the processes, analyse and optimise the sales cycles: win fast, lose fast. Artificial Intelligence and Blockchain technology still fuel the whole thing.

The customers no longer listen, they want more concrete answers. Customers are learning faster.

Focus on Generation Y as they have increasing purchasing power. Motto: “Share and Win”.

Many products are threatened with commodification: A differentiation to competitors is hardly possible anymore – only through (digital) services and best-in-class customer experience (CX).

Sales & Marketing merge: The information and decision-making processes shift to the Internet, where central data hubs and platforms are created.

The role of the sales representative is shifting towards that of a specialized consultant. He/she is only needed in the last third of the decision-making process – often in a team. 2/3 of the journey the customer is going alone!

Use interactive, haptic tools: shift away from Sales Rep-guided Selling to VR-supported configurators (VCPQ – Virtual Configure, Price, Quote).

Old rules no longer apply. It will never be as slow as it is today. Growth will be exponential. A new, more agile sales culture is what is needed: #vertriebshygiene

10 THESES ON THE CHALLENGES TO SALES IN THE AGE OF DIGITALIZATION

All information sources must be actively managed via a content management system: On/offline, social networks, blogs, video, influencers. Understand social networks as an important channel.

We live in “Amazonia”! Design simple and stable purchasing processes (one-click purchase), because sales are shifting to standardised trading platforms (Amazon BISS, Wer liefert was?, Mercateo, Alibaba, …).

Get faster in the processes, analyse and optimise the sales cycles: win fast, lose fast. Artificial Intelligence and Blockchain technology still fuel the whole thing.

The customers no longer listen, they want more concrete answers. Customers are learning faster.

Focus on Generation Y as they have increasing purchasing power. Motto: “Share and Win”.

Many products are threatened with commodification: A differentiation to competitors is hardly possible anymore – only through (digital) services and best-in-class customer experience (CX).

Sales & Marketing merge: The information and decision-making processes shift to the Internet, where central data hubs and platforms are created.

The role of the sales representative is shifting towards that of a specialized consultant. He/she is only needed in the last third of the decision-making process – often in a team. 2/3 of the journey the customer is going alone!

Use interactive, haptic tools: shift away from Sales Rep-guided Selling to VR-supported configurators (VCPQ – Virtual Configure, Price, Quote).

Old rules no longer apply. It will never be as slow as it is today. Growth will be exponential. A new, more agile sales culture is what is needed: #vertriebshygiene