In this study, we got to the bottom of the most burning questions surrounding B2B sales. We conducted interviews and surveys on the following issues:
- What are the current business challenges in B2B sales?
- How does variant management work?
- How is the buyer journey changing in B2B sales?
- What role does digitalization play and what role does CPQ play?
- How can artificial intelligence support B2B sales?
B2B buying behavior has changed dramatically in recent years. Prospective customers already spend around two thirds or more of their buyer journey online before they make contact with potential suppliers! If you can’t be found online today and don’t provide the necessary content, you won’t be able to convince them.
We wanted to know what is currently driving manufacturers of highly varied products. Dealing with the B2B sales of the future is unavoidable for every manufacturing company, driven by cost pressure, the shortage of skilled workers, demographic change and other factors.
This study provides you with the most important results from more than 150 responses from the market. Benefit from the summarized evaluations and promising solutions.