Sales' Big Challenge: Winning the Game
Destination CRM, Wednesday, April 3rd, 2024
I sat in on a forum recently with a dozen chief revenue officers during which we explored all the things that were changing in the B2B sales world. We looked at changes in the buying process, the difficulty of maintaining a strategic product edge in the era of rapid product development/innovation, the impact of worldwide competition.
Leaving the session, one of the executives observed that next quarter it might be interesting to explore what has not changed in sales, but fundamentally has to.
That thought stuck in my mind on the way home. So having conducted dozens of primary research studies on the world of B2B sales over the past couple decades, I decided to proactively review the data trends. I focused on CSO Insights' analysis from 2004 and 2014 and compared that to the data from Sales Mastery's most recent Sales Performance Scorecard study.