Digital transformation of B2B sales - what needs to be unlearned?
June 27, 2023
The digital transformation of B2B sales has been a game-changer in the business world. It has made it easier for companies to reach out to new markets and expand their customer base. However, this transformation has also highlighted the need to unlearn some traditional sales strategies.
In the digital age, customers have become more informed and empowered. They no longer rely on salespeople to provide them with all the information they need. Instead, they go online to research products and services before making a purchase. This means sales teams need to unlearn the traditional approach of pitching their products and services to customers.
Instead, they need to adopt a customer-centric approach that focuses on building relationships and providing value. This involves listening to the customer's needs and offering solutions instead of just pushing products.
Sales teams need to unlearn the idea of a linear sales process. The digital age has made it possible for customers to engage with companies through multiple channels, and the sales process needs to reflect this.
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