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Digital Sales

Next-generation sales brings together the power of analytics, digital tools, agile processes, and people expertise to create an efficient go-to-market strategy—creating cost-effective, organizational efficiencies. BCG helps clients unleash the full potential of digital sales.

Companies face an explosion of digital touchpoints and channels—and the opportunity to access customers who couldn’t be reached with traditional models. To meet consumers’ evolving needs and stay ahead of the competition, organizations must adopt a next-generation sales approach: transforming from an outdated sales function to an omnichannel champion.

BCG’s Approach to Digital Sales

Our successful digital sales transformation is built upon five principles:

  1. Understand the customer journey. Leverage key digital tools, demand analytics, and the LTV/CAC ratio to gain full transparency into the customer journey.
  2. Optimize sales processes. Integrate marketing and sales with digital tools, such as digital inbound marketing, account-based marketing, and data-driven, customized offers.
  3. Optimize individual sales channels. Create high-performing channels with a digitally enabled sales force, AI-driven call centers, and data-driven inside sales.
  4. Integrate channels. Align online and offline channels using next-generation sales management, shared incentives, and a real-time sales cockpit.
  5. Implement sales enablers. Ensure that key enablers are in place, including a centralized global demand center, advanced analytics, and the right culture and talent.

Companies that master these five principles not only gain, on average, a 3% EBITDA margin advantage over competitors, they also outperform in terms of profits, revenue, and growth.

    Learn how BCG helps clients get the most out of Salesforce

    How We Work with Digital Sales Clients 

    Our digital sales consultants work directly with sales teams on the ground to benchmark your current B2C and B2B digital sales processes, identify untapped opportunities, and establish a data-driven sales strategy. Armed with this analysis, we roll up our sleeves and enable your teams to launch agile sprints and test ideas in the market—then scale up quickly.

    In addition to our deep experience in digital sales and digital marketing, we also bring comprehensive expertise in digital innovation, big data, and IT architecture. This allows us to deliver end-to-end solutions that integrate a data-driven sales strategy with cutting-edge technologies, tools, and data and analytics.


    Supercharging Digital Sales with AI

    Many organizations assume that they don't have enough data to use AI in sales, or that they should focus on the basics first—but this is a myth. Our approach harnesses the data organizations have available, coupled with a collection of relevant use cases, to unlock AI and data-driven sales.


    Our Digital Sales Consulting Work

    In the last five years, we have completed more than 1,800 digital sales projects across all industries and regions—each one tailored to meet our clients’ unique circumstances. These projects have driven significant results:

    Distilling Lessons in Digital Sales and Marketing

    Pierre-Yves Calloc’h, chief digital officer at Pernod Ricard, explains how BCG and BCG X helped the wine and spirits company build and deploy digital programs that have improved P&L by optimizing brand investment, promotion calendars, and sales activities.

    How CWS Transitioned to a Data-Driven Sales Approach

    Adriana Nuneva, chief digital officer of CWS Group, explains how the company’s shift to a holistic, data-driven approach emboldened the company's growing sales force, sparking a massive boost in productivity.


    Explore Our Insights on Digital Sales

    GenAI and the Path to Profit in B2B Sales

    GenAI and the Path to Profit in B2B Sales

    By empowering sales teams to sell more effectively, GenAI can enable organizations to reach more customers faster and better. To smooth the way, BCG has devised an approach structured in three horizons.

    Digital Sales Market Insights Series

    Digital Sales Market Insights

    As companies shift to remote work, their inside sales teams can become a critical resource with an expanded role within the organization.

    Meet Our Digital Sales Consulting Team

    Our digital sales consultants deliver innovative, forward-thinking, customized solutions in next-generation sales strategy. Here are our featured experts on this topic.

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