Five Selling Secrets of Today’s Digital B2B Leaders
For the past several years, “digital attackers” have been working quietly to disrupt the sales cycle.
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. Learn more.
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 To succeed they must adopt a next-generation sales approach: transforming from an outdated sales function to an omnichannel champion.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.
For the past several years, “digital attackers” have been working quietly to disrupt the sales cycle.
Insights from the lifetime customer value/customer acquisition cost (LTV/CAC) ratio help guide the investment and operation decisions of subscription businesses.
Digital B2B sales champions excel in seven specific areas, offering a useful guide for other companies looking to redesign their own B2B sales initiatives.
