[GALA Connected 2021] Sales in a Connected World
How do you stay successful in the changing world of B2B sales?
More and more B2B interaction takes place online. Research company Gartner expects exponential growth in digital sales interactions between buyers and suppliers over the next five years.
The language industry is in the middle of this transformation too. According to the latest Digital Marketing and Virtual Sales strategy by CSA Research, 60% of the LSPs are expanding into new target markets. 57% are increasing the size of their sales teams. But adding sales forces is not a guarantee for growth.
On the contrary, interaction with customers and especially prospects will fail whenever the new core capabilities are missing. Sales leaders are strong in adaptive capability, alignment of sales and marketing (sales enablement), and digital sales.
The new generation of B2B decision-makers is young, demanding and digitally savvy (millennials). They might jump the awareness stage in the buyer journey and consider LinkedIn and a digital channel mix part of their work and spend less time on speaking to potential providers.
Personal relationship will always play an important role. What is a must for the sales team of the future? Tools that support data-based insight, automation, ecosystem approach with customers and partners, sales skill set training, content strategy and buyer journey understanding.
In this webinar 4 experts analyze these key areas and offer a checklist for your own organization.
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