Beyond Limits: The Future of B2B Sales | A.T. Kearney

Beyond Limits:The Future of B2B Sales

A technology-fueled B2B salesrevolution hasbroken out.

Beyond Limits: The Future of B2B Sales

The revolution opens upunlimited opportunitiesfor B2B sellers to servetheir customers better—and at lower costs. Customers are impatientto get in on the benefits.


Leaders in the B2B sales revolutionachieve twice the revenuegrowth and 2.3 times thesales productivity growthof average firms.


1 A.T. Kearney’s Future of B2B Sales study is based on a survey of middle and top managers at more than 1,600 companies around the world.

Meanwhile, 53% ofB2B companies arelagging in bothrevenue and salesproductivity growth.


Top performers choose their own footprint from among nine emerging sales practices.


Easy Configurative Scientific

Anywhere, anytime, any way

Collaboratively networked Experiential

Anticipative and personalized

Sales beyond selling

Sales withoutselling

Leading B2B sellersmake buyingsimple and easy,removing anyreason tobuy from acompetitor.


Anytime, anywhere, anyway: B2B sales leaders usedigitization to anticipate,simplify, and personalizeacross all channels.73% of their salesare digitally enabled(vs. 30% on average).


Leading B2B companies maximizeand redefine the value they bringto their customers. They anticipateneeds, and they bundle,unbundle, andreconfigure theiro�er.


Best-in-classsales organizationshave three timesmore sales sta�with analytical andstatistical skills thantheir peers.


B2B sales leaders are collaborators.81% of sales come from collaborationwithin the organization or withexternal partners (vs. 51% in thepeer group).


Leading B2B sellersuse augmentedreality and gamifiedmultimedia to lettheir customersexperienceproducts andservices.


Leading B2B salesorganizations workwith influencers andcreate “must-have”products andservices. They“sell without selling.”


Winning in the B2Bsales revolutionrequires a full,multidisciplinaryteam e�ort “fromthe middle” of theorganization.


B2B sales leaders inspireand engage their wholeorganization. 88% oftheir sales sta� is highlyengaged and motivated(vs. only 48% ataverage performers).


Next-generationB2B salesorganizationswill look at everypart of theircompany as apotentially salableproduct and service.


The B2B sales forcewill be the supermenand superwomenof their organizations,with an impact wellbeyond selling.


Start your own B2B salesrevolution today by eliminatingall friction for the customer,driving out costs, boosting value generation, andmaking your salesorganization the forcefrom the middle.


For more informationabout A.T. Kearney’s Futureof B2B Sales best practices,please visit:www.atkearney.com/marketing-sales/the-future-of-b2b-sales

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Beyond Limits: The Future of B2B Sales | A.T. Kearney

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