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Sales and Channel Transformation

Customers are rapidly shifting how they learn about and buy products and offerings. At the same time, the tools, data, and analytics that direct sales activity are becoming dramatically more sophisticated. It’s time to transform the go-to-market approach by taking these factors into consideration.

Business leaders understand the importance of effective selling, but they are faced with a rapidly changing environment around how customers engage and buy, as well as new competitors who are going to market in different ways. This is due to four major trends that are affecting how sales forces work.

  1. Data-Driven Selling. A digitally savvy marketplace requires advanced marketing analytics, process reengineering, mobile strategies, and deeper analytics.

  2. Digitization. Customers are accessing more information online and, in several cases, interacting with, trialing, or even purchasing the product without ever interacting with a seller. Further, a sales force equipped with the right information and anytime, anywhere connectivity can be more responsive and make faster decisions than one that relies on fixed communications.

  3. Globalization. Expansion into emerging markets requires local strategies and an investment in local talent and resources.

  4. Rebalancing Go-to-Market. Some industry leaders are moving away from expensive field-sales models toward digital and inside sales.

It’s time to transform the sales force by merging these new trends with the still powerful, traditional sales force levers of customer targeting, time on task, and messaging. . Focused frontline transformation efforts can:

Uncover opportunities for improvement

Generate tremendous value

Optimize sales efforts

Learn more about digital sales and channels

Marketing, Sales & Pricing

Vikas Taneja on Sales Transformation

The Evolution of Sales

The sales function is rapidly evolving thanks to the advent of digital, which impacts the kinds of tools and information at the disposal of the sales force. BCG’s Claire Tracey explains.

Sales Engagement

Utilizing Insights and Adapting Culture

Changes in demographics, new technologies, and increased cost pressures are altering the face of sales. BCG’s Dan Gott explains how sales forces gain competitive advantage in this environment: by using insights and increasing adaptability.

Next-Generation Sales

Blurring the Lines Where Marketing Meets Sales

The power of data and digital is creating new connections between the marketing and sales functions. BCG’s Phillip Andersen addresses companies looking to harness this power and enforce these connections. The key is actionable insights.

Changing the Channels

New Selling Models in the Digital Age

Digital and mobile technologies are fundamentally changing the way channels work. BCG’s George Bene explains that, in order to successfully navigate these changes, companies must take an integrated approach across channels to develop a new selling model.

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