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B2B Sales of the Future

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B2B Sales of the Future

  1. 1. B2B Sales of the Future
  2. 2. The “new” new of B2B sellers Sales Productivity of B2B seller time is spent on non-selling activities1 35% Seller Relevance of B2B sellers are their customer’s #1 source to help solve their business problems2 22% Diversity Drives Performance of B2B sellers are women, yet they outperform men by ~11%3 30% 1Korn Ferry, 2020-21 Sales Performance Study, 2Sales Mastery, 2021 Buyer Preference Study; 3Xactly Corporation, 2019 State of Gender Equality in Sales
  3. 3. The “new” new of B2B customers Digital Buying Comfort 15% of B2B buyers would make purchases online3 Digital Native Buyers of B2B buyers have defined their solution needs before engaging sales; almost half have identified individual solutions first2 70% Market Disruption of B2B customers are open to doing business with new entrants1 72% 1 B2B Better to Best , Accenture Research; 2Buyer Preferences Study, Miller Heiman Group; 3Buyer Preferences Study, Miller Heiman Group $1M+
  4. 4. The b2b sales market is getting more and more complex Workforces Segments Accenture Multi-Dimensional B2B Sales Matrix © VLE Enterprise Mid-market SMB SOHO Indirect Direct Channels B2B2B B2B B2B2C Routes to Market
  5. 5. Companies must think holistically about reinvention to achieve success B2B Sales Reinvention Empowered workforce Rewire your organization for growth Connected platform architecture Unlock the full power of your data and technology investments Agile operating model Maximize your culture and talent network Demand activation Optimize marketing and sales to drive demand Omni-channel optimization Maximize your channels for profitable growth Personalized experiences Create an intelligent customer experience Product innovation and Simplification Innovate and ease the shopping experience Pricing & purchase models Identify new pricing and purchase models New buyer pathways Design and integrate new customer experiences
  6. 6. We believe AI will be your secret weapon for holistic execution
  7. 7. The Future of Sales powered by AI Extraordinary Productivity Supercharged Talent Customer Telepathy
  8. 8. 8 We created a best-in-class B2B sales solution starting with the brilliant basics… Salesforce® Suite of Solutions Intelligent Sales Experiences Sales Cockpits
  9. 9. 9 …adding Accenture Solutions.AI to expand the digital data universe and unlock intelligence… Structure the Big Data Universe Create AI/ML Living Models Orchestrate Signals, Insights & Actions Demand Generation Expansion Enrichment & Prioritization Intelligent Orchestration Hidden Data 3rd Party External Data 1st Party Data Real-time data learning and tuning
  10. 10. 10 …complemented by world-class intelligent operations to extend your capability Accenture SynOps B2B Sales & Marketing Operations Digital Inside Sales Customer Success
  11. 11. Transforming the Future Potential of B2B sales B2B Sales Solution Business Operation Accenture SynOps B2B Sales & Marketing Operations Digital Inside Sales Customer Success Customer Relationship Management Salesforce® Suite of Solutions Intelligent Sales Experiences Sales Cockpits Intelligent Data Foundation Structure the Big Data Universe Create AI/ML Living Models Orchestrate Signals, Insights & Actions
  12. 12. Transforming the Future Potential of B2B sales Results 250% 20% 97% B2B Sales Solution Business Operation Accenture SynOps B2B Sales & Marketing Operations Digital Inside Sales Customer Success Customer Relationship Management Salesforce® Suite of Solutions Intelligent Sales Experiences Sales Cockpits Intelligent Data Foundation Structure the Big Data Universe Create AI/ML Living Models Orchestrate Signals, Insights & Actions Accenture
  13. 13. Transforming the Future Potential of B2B sales Results B2B Sales Solution Business Operation Accenture SynOps B2B Sales & Marketing Operations Digital Inside Sales Customer Success Customer Relationship Management Salesforce® Suite of Solutions Intelligent Sales Experiences Sales Cockpits Intelligent Data Foundation Structure the Big Data Universe Create AI/ML Living Models Orchestrate Signals, Insights & Actions 75% 57% 3-5x+ Global Social Media Company
  14. 14. Transforming the Future Potential of B2B sales Results 115%+ 120% “ Director, Global Partner Operations B2B Sales Solution Business Operation Accenture SynOps B2B Sales & Marketing Operations Digital Inside Sales Customer Success Customer Relationship Management Salesforce® Suite of Solutions Intelligent Sales Experiences Sales Cockpits Intelligent Data Foundation Structure the Big Data Universe Create AI/ML Living Models Orchestrate Signals, Insights & Actions Multi-national software company • N3 is part of Accenture • Source: https://n3results.com/customer-stories/global-sales-demand-generation-multinational- software-company/
  15. 15. Transforming the Future Potential of B2B sales Your potential results 2-15% 15-30% 100% B2B Sales Solution Business Operation Accenture SynOps B2B Sales & Marketing Operations Digital Inside Sales Customer Success Customer Relationship Management Salesforce® Suite of Solutions Intelligent Sales Experiences Sales Cockpits Intelligent Data Foundation Structure the Big Data Universe Create AI/ML Living Models Orchestrate Signals, Insights & Actions
  16. 16. Bryan Berumen John Carney Copyright © 2021 Accenture. All rights reserved. 16 Kristen Tomlinson Are you ready to reinvent your sales organization? Justin Bean bryan.s.berumen@accenture.com john.a.carney@accenture.com kristen.m.tomlinson@accenture.com justin.e.bean@accenture.com This content is provided for general information purposes and is not intended to be used in place of consultation with our professional advisors. This document refers to marks owned by third parties. All such third-party marks are the property of their respective owners. No sponsorship, endorsement or approval of this content by the owners of such marks is intended, expressed or implied.”

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