B2B customers want a digital sales experience. Industrial manufacturers have been slow to respond. A recent survey found that 96% of industrial sales and marketing executives see value in mastering digital sales transformation. However, most companies’ actions lag far behind their intentions.
The researchers found that industrial companies can be categorized as leaders, strivers, and laggards based on their capabilities in digital sales. As of April 2021 the landscape looked like this:
If you’re wondering what level of urgency your company should assign to digital sales transformation, consider these data points:
Industrial buyers want the predictability, reliability, and seamless service that comes with digital sales. To keep up or get ahead, it’s important to invest now in establishing online sales capabilities. How far has your company come at mastering digital sales transformation?
Leading Industrial companies focus on five key capabilities to transform their sales:
I wrote about the importance of collaborative marketing and sales functions. We’ll unpack more of these digital sales capabilities in future posts. For now, consider the role of digital sales investment in your upcoming budget cycle.
Industrial customers prefer a digital purchasing experience. You will also benefit from digital engagement with buyers. Working with the right tools and partners makes the transformation easier. As always, let us know if you’ve got questions!
–parin
Managing Partner
Image credit: Accenture
With over two decades of experience, Parin leads an expert demand-generation agency, StratMg, that helps industrial manufacturing clients achieve unambiguous and quantified organic sales growth across the US, EMEA & APAC.
Parin has built & positioned StratMg to be a value-added marketing services provider that strives to create a culture of quantified sales-driven marketing initiatives leading to sustained business growth through channel management, diversification, new customer acquisition and retention strategies and tactical execution.
