Sales

As digital transformation evolves the state of selling, sales organizations who stay ahead of change have a unique opportunity to pull ahead of their competition. The road to success, however, has become increasingly complex. Leading companies must maintain meaningful engagement throughout the customer lifecycle. According to Forrester, just 36% of B2B executives believe that salespeople understand their problems, yet, at best these executives provide only 2% of their work time communicating with their vendor Sales teams. Rapid market innovation and a customer-centric buying cycle are leading to a need for more engagement with customers though customers have less and less time for direct engagement. What time you do get engaging with customers must be compelling. Sales leaders who implement collaboration strategies with internal stakeholders, external partners, and the customers themselves evolve from commodity sales into value-based relationships. Collaboration practices can proactively develop roadmaps to meet short- and long-term customer needs while providing mutually valuable opportunities to engage the customer over the long term.