Will your sales survive the change? You should be prepared for this!

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Are you ready for the future of B2B sales?

B2B sales is facing a paradigm shift that presents companies with completely new challenges. In an environment in which technological innovations, changing customer needs, and rapid change in the digital space are setting the pace, it is not only important to keep up, but also to think ahead.

In my technical contribution to the book Chefsache Interim Management, I have formulated ten theses that show how B2B sales will change in the near future. These theses are more than just forecasts – they are strategic guidelines that will help you to successfully align your sales organization with the coming changes.

But the world keeps turning and the demands on sales are constantly changing. That is why I am continually reviewing and updating these theses so that you are always up to date. On this page, you will find the latest findings and approaches that you can implement in your sales department.

Ask yourself the question: Is your sales organization fit for the future? Discover the ten key theses that will prepare you for the challenges ahead.

THE 10 MOST IMPORTANT THESES FOR THE B2B SALES OF TOMORROW

(2024-09)

1.
Content is king. Only with management.

Actively manage all sources of information via a content management system. Consider online/offline, social networks, blogs, video, influencers as important channels. Use AI-supported content personalization to respond more specifically to customer needs.
2.
We live in “Amazonia”!

Design simple and stable purchasing processes, such as one-click purchasing, to be successful in the world of “Amazonia”. Shift sales to standardized retail platforms such as Amazon BISS, “Wer liefert was”, Mercateo and Alibaba. Create personalized shopping experiences through the use of AI and strengthen customer loyalty.
3.
Speed kills – But being slow certainly does.

Speed up processes by analyzing and optimizing sales cycles: win fast, lose fast. Use artificial intelligence and blockchain technology to fuel the whole thing. Automate processes with Robotic Process Automation (RPA) and use advanced analytics to predict sales opportunities.
4.
Customers no longer listen, they want more specific answers straight away. Customers learn faster.

Listen to customers who are learning faster and faster and want concrete answers immediately. Implement real-time data analytics and chatbots to deliver immediate and accurate answers.
5.
Focus on Generation Z, but they are demanding for action.

Millennials are important, but in the future, focus more on Generation Z, which represents a growing purchasing power. Use interactive and personalized strategies to appeal to Generation Z. Use video messages and YouTube! Follow the motto: “Engage and Win.”

6.
Many products are threatened by commoditization

Differentiate your products from the competition in times of commoditization. Create the difference through digital services and an outstanding customer experience (CX). Use AI and augmented reality (AR) to improve the customer experience and create personalized experiences.
7.
Sales & Marketing: Two become one.

Merge sales and marketing by shifting information and decision-making processes to the internet. Rely on centralized data hubs and platforms. Integrate data-driven marketing strategies and connect your customer relationship management (CRM) with marketing automation tools.
8.
Consultants, not salespeople – But they still need to sell

Develop your salespeople into specialized consultants who are in demand, especially in the last third of the decision-making process – often as part of a team. Be prepared for the fact that the customer will go 2/3 of the way alone. Encourage your sales staff to continue their education and adapt to new technologies, including AI-based sales tools. Don’t forget that consultants not only need to advise, but also to sell effectively.
9.
Selling becomes virtual and tangible. Selling becomes MetaSales!

Use interactive, haptic tools and take the step from sales rep-guided selling to VR-based configurators. Integrate VCPQ – Virtual Configure, Price, Quote. Rely on mixed reality (MR) and AI to create personalized and immersive sales experiences.
10.
Old rules no longer apply!

Say goodbye to old rules – it will never be as slow as it is today. Focus on exponential growth. Implement a new, agile sales culture. Use agile methods and co-creation, as well as innovation management and continuous improvement, supported by AI.: #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

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Listen to a podcast generated by artificial intelligence on this topic, enriched with fictional situations:

Will your sales survive the change? You should be prepared for this!

.

Are you ready for the future of B2B sales?

THE 10 MOST IMPORTANT THESES FOR THE B2B SALES OF TOMORROW

Content is king. Only with management.

Actively manage all sources of information via a content management system. Consider online/offline, social networks, blogs, video, influencers as important channels. Use AI-supported content personalization to respond more specifically to customer needs.

We live in “Amazonia”!

Speed kills – But being slow certainly does.

Speed up processes by analyzing and optimizing sales cycles: win fast, lose fast. Use artificial intelligence and blockchain technology to fuel the whole thing. Automate processes with Robotic Process Automation (RPA) and use advanced analytics to predict sales opportunities.

Customers no longer listen, they want more specific answers straight away. Customers learn faster.

Listen to customers who are learning faster and faster and want concrete answers immediately. Implement real-time data analytics and chatbots to deliver immediate and accurate answers.

Focus on Generation Z, but they are demanding for action.

Millennials are important, but in the future, focus more on Generation Z, which represents a growing purchasing power. Use interactive and personalized strategies to appeal to Generation Z. Use video messages and YouTube! Follow the motto: “Engage and Win.”

Many products are threatened by commoditization

Differentiate your products from the competition in times of commoditization. Create the difference through digital services and an outstanding customer experience (CX). Use AI and augmented reality (AR) to improve the customer experience and create personalized experiences.

Sales & Marketing: Two become one.

Merge sales and marketing by shifting information and decision-making processes to the internet. Rely on centralized data hubs and platforms. Integrate data-driven marketing strategies and connect your customer relationship management (CRM) with marketing automation tools.

Consultants, not salespeople – But they still need to sell

Selling becomes virtual and tangible. Selling becomes MetaSales!

Use interactive, haptic tools and take the step from sales rep-guided selling to VR-based configurators. Integrate VCPQ – Virtual Configure, Price, Quote. Rely on mixed reality (MR) and AI to create personalized and immersive sales experiences.

Old rules no longer apply!

Say goodbye to old rules – it will never be as slow as it is today. Focus on exponential growth. Implement a new, agile sales culture. Use agile methods and co-creation, as well as innovation management and continuous improvement, supported by AI.: #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

Listen to this topic