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The Future of B2B Sales According to McKinsey’s Report

50 global leaders reveal their game plans.

Their insights revolved around 5 themes:

1️⃣ Put the customer at the heart of growth.

Capture your customers and build their loyalty and trust by offering them value propositions and personalized experiences that suit their needs. This can be done with effective analytics and tailored content that emphasizes solutions and expertise.

2️⃣ Break the channel mindset.

Single channel no longer works. Hybrid is the new standard—it offers powerful opportunities to connect with customers in ways they want.

3️⃣ Create a scalable sales engine

A successful sales organization is able to repeat its best practices again and again—leveraging data, technology, and agile operating models.

4️⃣ Rethink the people strategy in the age of attrition

A new world of selling requires new sales capabilities. Talent needs to be reassessed as businesses face both the attrition brought on by the pandemic and hyper-informed customers expecting more.

5️⃣ Make the change stick

For transformation to truly happen, cultures, mindsets, and behaviors need to change. Leaders need to inspire the change and guide the process.

Which ones do you think matters most this 2023?

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