Digital Sales & Analytics: Driving above-market growth in B2B

Successful B2B sales teams strike the human-digital balance customers want in three core areas: speed, transparency, and expertise.

New research indicates where to focus digital investments so that they will reap rewards in online and face-to-face channels.

To realize the full value potential of digital, successful sales organizations reorganize top to bottom, front end to back end. Here’s their road map.

Successful sales leaders use four principles to tailor digital and analytical tools to their companies’ unique needs.

B2B companies fall short of their B2C counterparts in key areas of our Digital Quotient assessment.

By focusing on the right digital practices, B2B companies—currently trailing B2C companies in digital transformation—can create long-term value. Here are six areas where digital leaders excel.

Growing numbers of B2B companies are focusing on digitization to succeed with customer-centric strategies. Here’s how to get it right.

B2B companies often achieve subpar results from digital-sales initiatives—and tech companies are not immune to this problem. How can they reverse the trend?

Digital can give chemical companies the power to unlock more than $200 billion of new value by reducing cost to serve, improving pricing, and for fast movers, capturing growth from competitors.

Pressure is mounting on CEOs and business leaders to deliver above-market growth. Consistently beating the market over time, however, requires a top-performing commercial engine underpinned by a new wave of digital and analytics capabilities.