{"id":2252,"date":"2019-05-23T11:34:05","date_gmt":"2019-05-23T06:04:05","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=2252"},"modified":"2019-06-26T11:54:05","modified_gmt":"2019-06-26T06:24:05","slug":"the-future-of-b2b-sales-make-buying-easy","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/the-future-of-b2b-sales-make-buying-easy\/","title":{"rendered":"The Future of B2B sales? Make Buying Easy."},"content":{"rendered":"\n

Eric Gervet<\/em> and Steffen Ode<\/em>r authored a report for A T Kearney<\/strong> on The Future of B2B sales<\/strong>. \u201cIn a survey of 1600 top sales managers and professionals in a diverse cross section of industries from consumer goods and retail to energy and utilities\u2014including businesses that sell in turn to individual consumers and small businesses<\/em>\u201d in search of support for their hypothesis that B2B sales has fundamentally changed. The write \u201c\u2026almost all will see a massive shift in bargaining power toward their customers, driven by Internet-fueled market transparency and globalization. all sorts of disintermediation and reintermediation have redefined products and services and reconfigured entire value chains\u2014routinely leading to new entrants and substitutes<\/em>.\u201d<\/p>\n\n\n\n\n\n\n\n

With this background thier research identified 9 emerging practices grouped in 3 waves as key differentiators between the 26% leaders who were able to grow thier revenue and sales productivity at a pace significantly higher than their peers. <\/p>\n\n\n\n

The First Wave<\/em>, as the authors define it is Make Buying Simple and Easy.<\/strong><\/p>\n\n\n\n

It has 3 components –<\/p>\n\n\n\n

\"The<\/figure><\/div>\n\n\n\n