B2B Sales

https://www.mckinsey.com/business-f...future-science-of-b2b-sales-growth-looks-like

What the future science of B2B sales growth looks like (January 2018)

Business to Business (B2B) sales are on the verge of a revolution, with a number of trends completely redefining what it will take to be a market leader over the next five years.

Finally, a significant shift toward subscription-based business models has redefined how customer relationships are managed. No longer is a sale a one-time “won and done” deal. In a world of recurring revenues, sales need to be won every month, quarter, and year. As a result, successful customer-relationship managers are becoming increasingly more valuable, and sophisticated sales teams are aligning themselves closely to the long-term success of their customers.

A few of the most cutting-edge companies are also experimenting with AI-enabled agents that use predictive analytics.
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Westpac's writeup:

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