The spread of COVID-19 shook up the B2B sales economy. Enterprises have been forced to take strategic steps to combat the economic consequences of the crisis and keep pace with constantly shifting customer demand. Amidst this adversity, lessons on the future of B2B sales are emerging.
On the surface, it seems obvious: B2B sales will keep moving into the digital landscape. While the digital realm presents significant opportunities, there’s also more pressure to capitalize on them. As sales teams are unable to “press the flesh” in person, they’re more reliant on marketing teams to provide data on prospective customers. B2B leaders who commit to further digitizing their go-to-market models can gain a competitive advantage through enterprise-class ABM strategies.
Enterprise B2B sales is a complex process of which the buying experience is one very important attribute to closely understand. Failing to appreciate the buying experience will likely result in failure, as you may target the right account at the wrong time. The problem here is structural, B2B marketers continue to hold onto strategies of the past, around industry segments, and channel-specific domain expertise.
PHILADELPHIA - June 02, 2020 - MRP Prelytix, the only enterprise-class predictive ABM platform, has been named a "Top Sales Tool of 2020" by Smart Selling Tools. Specific recognition declared the platform as a top performer in helping sales teams target accounts. Awarded annually, this program recognizes software solutions that empower sales professionals at every stage, from enabling sales, to engaging leads and prospects, and closing deals.
In an age when modern marketing dominates content and conversations, tried-and-tested tactics like inside sales are often left out. Inside sales has been a critical success factor for winning B2B companies. This success has also created key challenges that can limit future scale.
It’s the combination of Predictive Analytics and ABM services that allows MRP customers to scale their efforts further downstream, and truly transform the customer’s experience from the very earliest stages of the buying cycle. Find out more about reaching your target market and increasing leads with MRP Prelytix.