Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/sean-ryan-with-vidur-bhandari Session Overview Key trends are fundamentally reshaping the world of B2B sales as we know it. These trends have significant implications on how companies can continue to drive sales excellence and enable profitable growth. Traditional approaches to improving sales efficiency and effectiveness will no longer be relevant. Sean and Vidur will discuss these key trends shaping the future and share examples of how companies are embracing these to stay competitive and relevant.

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The Future of B2B Sales
March 2014
Sales Acceleration Summit
A.T. Kearney perspective

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“The future is already here
– it’s just not very evenly
distributed.”
William Gibson

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Three fundamental developments are shaping B2B sales
Key developments within recent years
…and increasingly have the power to get what they want
Customers want more and more…
Technology facilitates new interactions and business models

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Key trends impacting the world around us
Scientific
Collabora-
tively
networked
Generating ‘must have’ situations
and use of influencer marketing
Anywhere,
anytime,
anyway
Sales
without
selling
Collaborative selling with eco-
system partners and co-creation
Extensive use of digital channels
and aligning of multiple channels
Big data-enabled customer
analytics and predictive models
Basic
Feet on
the street
Products,
services,
solutions
Customer
myopia
Focus on ‘obvious’ customer
needs and direct-to-customer only
Portfolio sales leveraging cross
business unit offerings
Overreliance on traditional channels
e.g., field sales force
Standard management of sales
pipeline – the classic sales funnel
•From: The world we are in… …To: The future ahead of us
vs.
vs.
vs.
vs.( )
Selection

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Leading companies are embracing the future today
Select examples
Scientific
Collabora-
tively
networked
• Utility companies and automotive OEMs are partnering in new and
interesting ways to capture the e-Mobility opportunity
Anywhere, anytim
e,
anyway
Sales
without
selling
• SAP has built a partner ecosystem supported by a web portal that
helps partners find one another and develop alliances
• Cisco seamlessly integrates direct and indirect channels, with a
shared IT platform, and dual credit when both channels are involved
• EMC2 combines big data from multiple sources and creates
predictive models to understand customer propensity to buy

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What will be relevant in ‘The Future of B2B Sales’?
The rules of the future
No B2B sales without digital technology
Web, mobile, and social domination affects sales and customer management
Only two types of buyer and seller relationships
Collaborative co-creation or no-frills commodity sales - no middle ground
New sales roles and cultural attitudes
Shift from transaction realization to ecosystem management
Sophisticated and forward-looking analytics
Mastering big-data provides leading edge in a competitive marketplace

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A.T. Kearney…we get it DONE!
What makes us different
Pragmatic expertise that provides
credibility to deliver solutions based
on a deep understanding of what it
takes to operationally execute your
strategy in your industry
Pragmatic expertise
Authentic
Challenges the assumptions and
mental models under-pinning
business decisions to deliver future-
proof solutions
Challenge with foresight
Forward-thinking
Collaborative way of working that
builds real internal capabilities deep
within the organization
Collaborative way of working
Collaborative

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Thank you!
Sean Ryan sean.ryan@atkearney.com
Vidur Bhandari vidur.bhandari@atkearney.com

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