4 Leadership Trends in B2B Selling and Marketing
Paper by Gerhard Gschwandtner, CEO Selling Power Inc. www.sellingpower.com
Overview
This paper reveals four key trends in B2B selling based on the influence of the Internet and outlines how those changes will likely impact the way sales executives lead, manage and drive their teams to achieve.
Insights and statistics are taken from keynote speakers and panelists who presented to an audience of more than 500 VP and C-level sales executives on March 7-8, 2011, at the Sales 2.0 Conference in San Francisco.
Recently, Selling Power magazine publisher Gerhard Gschwandtner predicted that, of the 18 million salespeople currently employed in the United States, only 3 million will be needed by the year 2020. The predicted drop in number is by no means evidence that salespeople will be less important to the growth of competitive companies in the future. Rather, it is a reflection of the fundamental way the Internet has altered the sales landscape, particularly in these key areas:
- customer relationships,
- selling methodologies,
- sales-management metrics,
- collaboration with support teams, such as marketing, sales operations, customer service, and inside sales teams.
Click on the following link for a PDF of the full paper entitled 4 Leadership Trends in B2B Selling and Marketing - 4_LeadershipTrendsB2Bselling
Paper by Gerhard Gschwandtner, CEO Selling Power Inc. www.sellingpower.com
