Between COVID-19 and major disruptions in Supply chains globally, B2B buying behavior has grown more unpredictable than ever before. Changes to trends in buying behavior had already been occurring, disrupting B2B Sales and the pandemic has since compounded these.
B2B buyers have been moving to self-educate and pushing the engagement with Sellers further into the traditional funnel and they increasingly want to engage with suppliers through digital and self-service channels. Gartner expects that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels. 60% of B2B sales organizations will transition from experience and intuition-based selling to data-driven selling, merging their sales process, applications, data, and analytics into a single operational practice.
The opportunity for B2B sales to adopt a digital mindset is enormous, but only for the progressive chief sales officers (CSO’s) who adapt to engage this new, “Everywhere customer”.
Key agenda topics this interactive session from our latest CPSA Sales Success Summit:
- The Evolution of B2B Sales - Why Change?
- New Expectations and trends of B2B Buyers
- 4 Strategies to succeed - the Future is Digital
David Jeffrey, Regional Vice President of Strategic Accounts, Communications, Media & Technology, Salesforce
David Jeffrey is a Regional Vice President at Salesforce Canada, where he leads the Communications, Media & Technology,(CMT), sector in Canada. Salesforce is a cloud-based customer relationship management (CRM) SaaS platform that helps Canadian businesses find, win, keep, grow and track information about their prospect and customer base. During his 13-year career at Salesforce and as both an individual contributor and Sales Leader, he has helped customers transform their business’s Customer Experiences with the Salesforce Platform. David’s career prior to Salesforce included roles with other SaaS leaders like Eloqua and Google.
He also spent 7-years with Adobe where he covered multiple segments including the Financial Service sector and Big Five banks in Canada. David’s sales career started over 25+ years ago at Xerox Canada. In his spare time, David enjoys golf and ”beer league” hockey and spending time with wife and 2 teenage children at home in Mississauga and at the cottage in the Kawarthas.