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Beyond Limits:The Future of B2B Sales
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A technology-fueled B2B salesrevolution hasbroken out.
Beyond Limits: The Future of B2B Sales
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The revolution opens upunlimited opportunitiesfor B2B sellers to servetheir customers better—and at lower costs. Customers are impatientto get in on the benefits.
Beyond Limits: The Future of B2B Sales
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Leaders in the B2B sales revolutionachieve twice the revenuegrowth and 2.3 times thesales productivity growthof average firms.
Beyond Limits: The Future of B2B Sales
1 A.T. Kearney’s Future of B2B Sales study is based on a survey of middle and top managers at more than 1,600 companies around the world.
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Meanwhile, 53% ofB2B companies arelagging in bothrevenue and salesproductivity growth.
Beyond Limits: The Future of B2B Sales
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Top performers choose their own footprint from among nine emerging sales practices.
Beyond Limits: The Future of B2B Sales
Easy Configurative Scientific
Anywhere, anytime, any way
Collaboratively networked Experiential
Anticipative and personalized
Sales beyond selling
Sales withoutselling
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Leading B2B sellersmake buyingsimple and easy,removing anyreason tobuy from acompetitor.
Beyond Limits: The Future of B2B Sales
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Anytime, anywhere, anyway: B2B sales leaders usedigitization to anticipate,simplify, and personalizeacross all channels.73% of their salesare digitally enabled(vs. 30% on average).
Beyond Limits: The Future of B2B Sales
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Leading B2B companies maximizeand redefine the value they bringto their customers. They anticipateneeds, and they bundle,unbundle, andreconfigure theiro�er.
Beyond Limits: The Future of B2B Sales
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Best-in-classsales organizationshave three timesmore sales sta�with analytical andstatistical skills thantheir peers.
Beyond Limits: The Future of B2B Sales
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B2B sales leaders are collaborators.81% of sales come from collaborationwithin the organization or withexternal partners (vs. 51% in thepeer group).
Beyond Limits: The Future of B2B Sales
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Leading B2B sellersuse augmentedreality and gamifiedmultimedia to lettheir customersexperienceproducts andservices.
Beyond Limits: The Future of B2B Sales
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Leading B2B salesorganizations workwith influencers andcreate “must-have”products andservices. They“sell without selling.”
Beyond Limits: The Future of B2B Sales
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Winning in the B2Bsales revolutionrequires a full,multidisciplinaryteam e�ort “fromthe middle” of theorganization.
Beyond Limits: The Future of B2B Sales
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B2B sales leaders inspireand engage their wholeorganization. 88% oftheir sales sta� is highlyengaged and motivated(vs. only 48% ataverage performers).
Beyond Limits: The Future of B2B Sales
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Next-generationB2B salesorganizationswill look at everypart of theircompany as apotentially salableproduct and service.
Beyond Limits: The Future of B2B Sales
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The B2B sales forcewill be the supermenand superwomenof their organizations,with an impact wellbeyond selling.
Beyond Limits: The Future of B2B Sales
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Start your own B2B salesrevolution today by eliminatingall friction for the customer,driving out costs, boosting value generation, andmaking your salesorganization the forcefrom the middle.
Beyond Limits: The Future of B2B Sales
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For more informationabout A.T. Kearney’s Futureof B2B Sales best practices,please visit:www.atkearney.com/marketing-sales/the-future-of-b2b-sales