The future of B2B sales: An interview with our experts

Published on January 19, 2023

Our recent B2B Sales Study revealed how top performers are adapting their commercial strategies to adapt to today’s turbulent market. We reached out to experts Grigori Bokeria, Scott Sands, and Fotios Sepidis to better understand what the future sales approach for the B2B industry should be and why.   

From COVID to the cost-of-living crisis, there’s been no shortage of challenges for businesses. How are these current crises impacting the B2B industry and what implications does this have on sales?

Grigori Bokeria: It’s true that in the last three years we’ve witnessed multiple crises that have affected and even disrupted commercial models of B2B companies.

As we all know, industries are currently facing several overlapping crises such as supply shortages, raw material cost increases, inflation, as well as the rising cost of living. Meanwhile, digitalization and changes in…

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