Radically change traditional sales models to maximize customer profitability
It’s no secret that we’re in the throes of a revolution. There’s been more change in the last 10 years than over the last 100 and for many, it’s a struggle to keep up. Nowhere is this more evident than in the realm of B2B sales, where traditional sales models have failed to keep pace with the modern markets in which we all operate.
The way people buy today is radically different compared to just a few years ago. Customers are better informed than ever before, often several steps along the buying process before they even engage with a sales professional. A typical buying journey today, if there even is such a thing, often involves multiple touchpoints, disparate locations, and a combination of physical and digital experience. Traditional one-size-fits-all, one-to-one sales models are a thing of the past. So radical and disruptive is this change that businesses need to revisit how they sell and adjust existing sales processes to align with a new customer buying journey.