Risiken in der Vertriebspipeline - Wie kann man sie minimieren?
In der Vertriebspipeline gibt es immer Risiken, aber es gibt Möglichkeiten, diese zu minimieren. Hier erfahren Sie, was Sie wissen müssen, um Ihr Unternehmen zu schützen.
August 23, 2022
In a rapidly changing world, it is more important than ever to stay ahead of the curve. However, many businesses are still relying on traditional sales methods. We believe that the future of sales lies in digital channels and customer-centricity.
B2B Sales, digital Sales, Sales Strategy, Future Sales
Gartner predicts that by 2025, digital channels will account for 80% of B2B sales interactions between suppliers and buyers. The COVID-19 pandemic has accelerated B2B purchasing behaviour, shifting it toward a customer-centric digital model - article. This is one of the many outcomes of the COVID-19 crisis. The future of sales is the permanent transformation of organisations’ sales strategies, processes, and resource allocation, shifting from a seller-centric to a buyer-centric orientation and from analogue sales processes to hyper-automation digital-first customer engagement.
The three revolutionary units in B2B sales would bring opportunities and change: Digital scalability, Hyper-Automation and Artificial intelligence - Avaus. With current and future generations increasingly learning and purchasing digitally, sales representatives and organisations must also transition from analogue to digital engagement, interaction, transaction, and selling to customers worldwide. B2B sales reps must embrace technologies and channels and a new way of engaging customers by tailoring their sales activity to their customers' habits and information-gathering requirements.
Kearney mentions that B2B sales have a massive bargaining power shift towards the customers. The Internet-fueled market transparency and globalisation drive this shift. Businesses have raced to make their organisations more customer-centric as customers have grown accustomed to having their way. As a result, they are designing the most appealing customer experiences and making their sales processes more efficient.
During Covid-19, Customer buying preferences started to change long before the pandemic, but the shutdown of all things physical has put companies with poor digital sales capabilities in dire straits. The good-to-have digital sales tools became a must-have, mission-critical business infrastructure overnight - Avaus.
A study by Kearney shows that Technology is a significant driver in B2B sales challenges and is revolutionary. The vast majority of advanced technology-fueled sales practices involve replacing salespeople with technological solutions. Kearney defines leading companies as those with higher-than-average revenue and sales productivity. If these companies can grow in both dimensions simultaneously, they must be doing something right for their clients. With the definition, 26% of companies can be considered frontrunners (leaders). From their research, the B2B sales practices employed by these companies focused on nine emerging practices - See image below.
The call for improved sales automation and AI-enabled B2B customer experiences at scale is more significant than ever. Sales reps struggle to scale up their digital capabilities, while Covid-19 imposes restrictions on face-to-face meetings, travel, and physical events.
As mentioned above, Artificial intelligence, Digital scalability and hyper-automation are the critical aspects of revolutionising the sales industry.
Sales jobs in the future will focus on tasks that AI can still not perform: strategic conversations, complex problem-solving, and human relations. The majority of sales positions will be concerned with human relationships and connections. They will concentrate on situations in which people are sceptical of technology or where the sales apparatus is more complicated than simply offering a widget. If your sales job is primarily based on easy-to-answer questions, back-and-forth conversations, or functional scheduling, expect it to change dramatically – or even disappear – over the next two decades. Future sales jobs - human related - will necessitate a much deeper understanding of customers and market dynamics than in the past.
In der Vertriebspipeline gibt es immer Risiken, aber es gibt Möglichkeiten, diese zu minimieren. Hier erfahren Sie, was Sie wissen müssen, um Ihr Unternehmen zu schützen.
Wenn Sie im Vertrieb tätig sind, dann wissen Sie, dass Prognosen für den Erfolg unerlässlich sind. Aber wie lassen sich Umsatzprognosen am besten durchführen? Hier ist ein schneller und einfacher Überblick, der Ihnen den Weg weist.
Am 07.09.2022 trafen sich die Dealcode Founder mit Janine Will zum Sales Coffee. Thema des Live-Talks: Sales Tech. In diesem Beitrag haben wir ein paar Fragen und Antworten zusammengefasst.
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Am 07.09.2022 trafen sich die Dealcode Founder mit Janine Will zum Sales Coffee. Thema des Live-Talks: Sales Tech. In diesem Beitrag haben wir ein paar Fragen und Antworten zusammengefasst.