Getting Ahead by Pulling Everything Together

Despite companies spending millions of dollars on technology to improve their operations, the business-to-business (B2B) sales model remains very opaque and hard to understand. Without sales playbooks, a sales team has to continuously improvise and create new angles every time they talk to a qualified sales lead. Salespeople may be surprised when they discover they are losing money, sales reps miss cross-selling opportunities, or key accounts don’t renew.

Sales enablement is an important piece of any company’s sales technology stack and getting started can look like a daunting task.

So why take the plunge? Results. Companies that have implemented a sales enablement strategy outperform their competitors by up to 20%.

The COVID-19 pandemic forcibly shoved B2B selling into the deep end. Many companies had to quickly learn how to swim in new waters and those that adapted have quickly become the new industry leaders.

I don’t think we need much more of an introduction for what we’re talking about today than the article title, so let’s just jump right in. What do you think?

Sales reps in the biotech and life sciences industry face new challenges to engage their customers in meaningful sales conversations. To help sales reps navigate the new digital landscape of sales, companies often implement more training to try and keep up with the pace of digitalization. However, with the rapid pace of change and technology, it’s simply not enough to implement more training requirements.

Did you know the top 20% of sales representatives bring in over half of a company's profit? To maintain a sales team's peak, leading companies in biotech and life sciences are leveraging digital tools to help ensure that reps are performing at their peak.

Less than half of existing companies are prepared for digital disruption, despite the majority acknowledging its likelihood. The life science industry is no exception. 

The industrial automation sales process needs a change. The industry is constantly under pressure to improve plant productivity, meet evolving customer demands, and stay competitive in an innovative environment.

The industrial B2B world is evolving rapidly. Current market dynamics are leading to increased merger and acquisition activity with large corporations. A recent report from Thomson Reuters indicated that global manufacturing M&A totaled over $92 billion in 2019.  With organizations looking for opportunities to scale in saturated markets, coupled with the number of legacy industrial businesses that cannot keep up with changing dynamics, the opportunities for mergers and acquisitions are plentiful. 

For B2B companies, COVID 19 has forced individuals to completely rethink the way they work and sell. Sales teams are now finding themselves trying to manage pipeline, make sales calls, close deals, and manage sales management processes from their home office. On top of that, many of these individuals may have limited experience working from home.