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Special collection

Shift

Reimagining the next normal for Asia and the world

How is B2B sales changing? This collection of articles highlights the most important shifts in sales, and their implications for business, including Asia-specific insights and case studies.

Global perspectives

Article

The B2B digital inflection point: How sales have changed during COVID-19

– COVID-19 is changing how B2B buyers and sellers interact. Savvy sales leaders are learning how to adapt to the next normal.
Article

The domino effect: How sales leaders are reinventing go-to-market in the next normal

– Top sales innovators are embedding data and technology throughout their organizations to reimagine sales. Here’s how they... do it.
Article

A post–COVID-19 commercial-recovery strategy for B2B companies

– A recent survey provides insights about the strategies that can help B2B companies recover quickly from the COVID-19 crisis.
Article

Two ingredients for successful B2B sales: Agility and stability

– Agile B2B sales operating models that fuse the best of both human and digital customer interactions are likely here to stay.

Asian companies must ‘up their game’ to accelerate sales growth.

Asia reports

Survey

Survey: Chinese B2B decision maker response to COVID-19 crisis

– The next normal of sales: What has changed and how to win
Survey

Survey: Indian B2B decision maker response to COVID-19 crisis

– The next normal of sales: What has changed and how to win
Survey

Survey: Japanese B2B decision maker response to COVID-19 crisis

– The next normal of sales: What has changed and how to win
Survey

Survey: South Korean B2B decision maker response to COVID-19 crisis

– The next normal of sales: What has changed and how to win
Article

Case study: Building a customer-centric B2B organization

– A Chinese steel manufacturer systematically transformed its operations to be customer-centric—and in the process, improved... its bottom line.
Article

Sales-force productivity in India: How the best organizations go from chasing targets to creating value

– Bypassing traditional approaches to sales-force productivity, best-in-class companies in India are reaping significant new revenue... growth in just a few months.