Choose your location to get a site experience tailored for you.

Remember my region and language settings

Next-Generation Sales

The power of data and digital is creating new connections between the marketing and sales functions. Next-generation sales techniques—which consist of data-driven sales processes and lead generation aligned to the customer journey—have proven three times more effective than traditional sales methods.

The Next-Generation Sales Necessity

Macro shifts in purchasing behavior is driving a next-generation sales approach, forcing companies to respond and capitalize on these shifts in their go-to-market customer journey strategy.

Companies today are faced with many challenges: improving performance with their largest customers; adapting to new buying behavior and expectations; advancing sales force productivity and reducing selling costs; and integrating performance in multichannel environments. To succeed they must adopt a next-generation sales approach: transforming from an outdated sales function to an omnichannel champion.

BCG’s Next-Generation Sales program enables clients to address sales strategy and effectiveness by adopting new trends in data-driven selling, digitization, and selling models—while balancing go-to-market innovations with traditional sales force levers.

Meet BCG's Experts in Next-Generation Sales

Daniel Gott

Partner & Managing Director


  • BCG TURN—turnaround, restructuring, and transformation
  • Former senior executive, leading retailer
  • Leads BCG's work in sales in North America
  • Sales transformation in consumer and retail
Roger Premo

Partner & Managing Director


  • Global lead for Software, SaaS, and PaaS sector
  • Next-Generation Sales models topic co-leader
  • Lead for Technology Media & Telecom practice, US East Coast
  • Leadership team, BCG Gamma advanced analytics and artificial intelligence
Vikas Taneja

Senior Partner & Managing Director


  • Accelerating sales growth and sales performance turnaround
  • Sales force productivity
  • Key account management
  • Channel strategy
Marketing & Sales
Previous Page