EBOOK

Key Market Trends Transforming B2B Pricing & Sales

Learn the seismic shifts with permanent consequences for sales and pricing strategies and execution.

The world of manufacturing and distribution underwent a series of transformative shifts in the wake of sweeping change in the early 2020s. The evolution that has since occurred has meant tangible changes, reshaping the very foundation of how manufacturers and distributors operate, connect, and thrive – plus how they market, sell, and engage in commerce.

This eBook examines the relevant research and key trends transforming B2B pricing and sales, including:

  • The dominance of omnichannel selling and buying in B2B
  • The ongoing importance of focusing on customer experience (CX) in B2B
  • Why establishing a “commercial excellence” capability to support your sales and marketing efforts matters
  • How AI is becoming pricers’ and sales teams’ favorite co-pilot
  • The findings in this report provide a roadmap for industrial manufacturers to thrive in an age defined by both disruption and innovation.

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Collaboration is essential for delivering the very best results for your customers and using AI in a way that saves time and protects business interests.

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Sales teams need to focus on developing and implementing enablement, skills, and technology to take advantage of B2B omnichannel selling. Your pricing and offer strategies need to incorporate them as well to accommodate and encourage a much more digital and B2C-like customer buying experience.

Alex Hoff, Chief Product Officer

Modern, digital channels provide far richer data from which business leaders can draw insights, and there are now more ways to leverage that data. We are also in an extremely challenging market environment, in which pricing and sales intelligence is needed more than ever

Israel Rodrigo, Business Consultant

Any adjustments you make need to be intelligent, market-specific, and delivered seamlessly to sales for execution…

Mitch Lee, Profit Evangelist

Organizational agility is one of the key success factors in aftermarket business. One excellent method to foster this culture is through clear responsibilities. Aftermarket organizations are usually organized around functions such as sales, sourcing etc. I recommend every organization run Price-Volume-Mix analysis where each element, like volume, or cost development is owned by the suitable function. This keeps the whole organization working together and ready to pivot when needed.

Kalle Aerikkala, Business Consultant

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