Why Sales Leaders Need to Digitally Transform Their Teams

Three key trends are driving the need for sales leaders to digitally transform their organizations. First, b-to-b buyers are conducting more of their purchase journey in the digital arena and demanding the same kind of frictionless and seamless customer experience they enjoy as consumers. Second, the subscription economy continues to grow rapidly, as consumers and b-to-b buyers want the ability to try products, pay for them monthly, and turn them off quickly if they’re not receiving the expected value. Third, data is widely available – therefore, buyers expect highly personalized interactions from sales. B-to-b organizations that can respond to these trends by reimagining their buyer and customer processes will enjoy a sustained competitive advantage. But what is a digital sales transformation, and what are the key tenets underpinning a successful one?