To remain competitive, B2B sales organizations can reassess their sales infrastructure and identify new strategies to promote business agility.
Posts By Gary Clark
Just as you have to compartmentalize and adapt production processes for agile manufacturing, distributors can create a compartmentalized sales infrastructure that adapts to changing demands.
A customer-centric distribution sales strategy includes focusing on the new digital buyer's journey and engaging in consultative selling.
Even though sales reps enter the buying journey later than they have in the past, they have never been more valued because of onsite assessments, the ability to drive decisions with multiple stakeholders and successful implementation of solutions.
