The future of B2B sales: Key trends shaping 2023 and beyond

Published on May 12, 2023

How do best-in-class organizations continue winning even in uncertain economic times? What sets these Allstars apart from their competition? Our experts share competitive insights from Simon-Kucher’s 2023 Global B2B Sales Survey.

The world of B2B sales is going through a seismic shift. Shifting demand, prices, and profit increase volatility for most businesses and pressure sales teams to adapt.

Just as the pandemic subsided and supply chain issues were addressed, macroeconomic conditions like interest rates and labor costs drove inflation and hammered discretionary budgets. Amidst this economic downturn, sales teams had to learn to increase prices at an aggressive pace and magnitude while keeping volume up to reach growth targets. The mergers and acquisitions of the preceding five years were pushed to integrate for OpEx savings and cross-selling opportunities. New talent is needed to sell the value of higher margins to more senior buyers. And it’s…

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