The “new land” in sales | What artificial intelligence (AI) and software mean specifically for B2B sales in transition

B2B sales yesterday, today and tomorrow is undergoing disruptive change. That’s really not worth a news story anymore. It’s not just the current Corona pandemic that makes “marketing next level” a real challenge. Digitalization provides us with a multitude of new tools & possibilities, which should be on the agenda alongside sales processes and sales competence in an integrated triad.

Market researchers from Gartner* expect for the year 2025 among others:
– 80% of B2B sales interactions between buyers and suppliers will take place in digital channels
– 60% of B2B sales organizations will move from experience- and intuition-based selling to data-driven selling, merging their sales processes, applications, data and analytics into a single operational practice

*Source: Gartner “Future of Sales 2025, Trend Insight Report” www.gartner.com

The important thing here is to recognize and understand all of these new trends and examine their value-added deployment in the respective organization as needed.

Salesloft, Zoominfo, Slintel & Pipedrive and many more, of which there are around 400 mainly SaaS products in around 40 focus categories. And I’m deliberately not counting the classic databases, such as Dun & Bradstreet, Echobot, or social selling tools like Linkedin SalesNavigator or XING ProBusiness. The traditional pull mechanism of target selections via the user or “seat” of these latter databases and SST:s (Social Selling Tools), reflects technologically, from my point of view, the “traditional world” of sales.

It is time to work on a new level of digital sales via artificial intelligence and machine learning. It doesn’t matter if it’s farming or hunting. Neither FMCG or High-tech. These possibilities are here and are not dreams of the future. This new territory is already right around the corner. The sooner AI can start learning via learning loops, the sooner you will be able to reap its rewards. It’s high time to start. After all, we drive cars differently now than we did 20 years ago, didn’t we?!

This comprehensive Sales TECH landscape helps in structuring, analysis and efficiency. From process optimization and result improvement in marketing, through sales to customer service as well as cross- and up-sell. Along the entire funnel and lifecycle.

Digital scaling, hyperautomation and artificial intelligence as drivers for sales success.

I am fortunate to have already accompanied some of these initiatives operationally and in the engine room. Interested? When are you going to get started!!! Let’s talk.

Special thanks to: Laurent Kinet, Jean-Philippe Schepens and Florian Dostert on this journey.