getty With 2022 in the rearview mirror, now is a perfect time to step back and assess what it taught us about the state of B2B sales. Virtual selling to digital-centric customers continued to gain momentum; linear sales models are becoming obsolete; and evolving buyer preferences, such as the desire for more rep-free experiences and self-guided purchasing, are rendering traditional enablement tactics ineffective. Above all, creating alignment across sales, marketing and customer success departments is now nonnegotiable for exceeding quotas and meeting business objectives. These trends all point to an overarching theme. The shifting dynamics of B2B sales and current economic conditions have heightened the importance of sales enablement innovation. Organizations are learning that a sole focus on enabling the individual seller no longer drives pipeline growth. Instead, it’s about unifying customer touchpoint data with automated feedback loops that provide end-to-end visibility. (I detailed the intricacies of revenue enablement in a previous article.) Over the next year, I believe B2B sales leaders will build on this momentum. With a potential recession looming, the winners of 2023 will be the companies that embrace the value of business enablement—a more holistic and ROI-centric model that drives top and bottom lines simultaneously. […]
K&X Design and Investment Technology, LLC
Invest The Invisible Impact
K&X Design and Investment Technology, LLC
Invest The Invisible Impact
