At a time when the global economy is expanding at a slow pace and financial conditions are tightening, B2B selling has turned almost completely digital. How does one navigate such a time of economic uncertainty?
In the sixth episode of The Shift Podcast on Digital Key Account Management, James Manno (VP of Sales, Enterprise West at Qualtrics) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss adapting your organization to a changing digital B2B environment.
James shared his thoughts on managing key customers during a time of economic slowdown including:
1) The need for increasing focus on business impacts
2) The increasing complexity of sales cycle and stakeholders involved
3) The need for digital transformation in account planning, relationship planning & opportunity planning
4) The need to create consistency across sales teams
