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

A curated selection of articles to serve as a guide for navigating the changing sales world.

Articles in this collection

Article

The secret to making it in the digital sales world: The human touch

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

When B2B buyers want to go digital—and when they don’t

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

What sales executives need to get right for digital success

– 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.
Article

Boosting your sales ROI: How digital and analytics can drive new performance and growth

– Successful sales leaders use four principles to tailor digital and analytical tools to their companies’ unique needs.
Article - McKinsey Quarterly

Measuring B2B’s digital gap

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

How B2B digital leaders drive five times more revenue growth than their peers

– 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.
Article

Finding the right digital balance in B2B customer experience

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

What enterprise-technology companies must know to drive digital-sales growth

– 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?
Article

Demystifying digital marketing and sales in the chemical industry

– 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.
Article

The 90% success recipe: Commercial transformations that beat the odds and the market

– 70% of corporate transformations fail traditionally. We show how 90% can succeed.