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How to Redesign and Win The B2B Sales Process


The key message in this article illustrates digital marketing as a great strategy for selling to consumers (B2C), but not to businesses, i.e., B2B. All the technology and strategies being employed today are all based upon applying the technology, deisgned to sell to consumers, but having been adapted to try and sell to businesses.  It doesn't work.

If you were to see an item in a shop or online, you would make a personal decision to purchase it because you want it and have the money in your bank account to buy it.  B2B is completely different.  An item or software is purchased for a company for the sole reason that it is expected to generate a return on investment.  As such, the buyer(s) will instinctively want to learn about the item or software before they invest in it.  This is where the problem beings.  Marketers want to apply a B2C strategy and process that buyers do not and will not adhere to. 

The article explores the problems with traditional B2B sales and marketing, and the need for a new approach to stay competitive. It discusses the shift to digital B2B selling rather than digital marketing, highlighting the benefits of live streaming, automated social media posting, targeted content, and authentic photography. The article also outlines the process of redesigning existing sales and marketing strategies. Furthermore, it addresses overcoming resistance to change, the impact on recruitment and reward structures, and offers a conclusion highlighting the importance of embracing digital selling for business growth.


1. Introduction to the B2B Sales Process

2. The Problem with Traditional B2B Sales Processes 3. The Shift to B2B Digital Selling and Marketing 4. The Need for a New Approach 5. Redesigning Sales and Marketing Processes 6. Real-World Example: Embracing Digital Selling 7. Overcoming Resistance to Change 8. The Impact on Recruitment and Reward Structures 9. Key Takeaways

10. Frequently Asked Questions

11. Conclusion

1. Introduction

B2B sales processes have seen a significant shift in recent years, with the rapid growth of digital technologies and the evolution of buyer behavior. Traditional methods of engaging prospects and closing deals, such as cold calling, direct mail, trade shows, and networking events, are less effective today than they ever were. As businesses continue to navigate this rapidly changing environment, there is an increasing need to adapt and transform their sales and marketing strategies to stay competitive and achieve sustainable growth.

Addressing the 'elephant in the room', businesses need to increase their performance ratios or face staying where they are, as no amount of so-called clever digital marketing will move the needle when it comes to turnover or profitability.

In this article, we will explore the challenges faced by traditional B2B sales processes and the respective digital marketing strategies, and discuss the need for a new approach that focuses on engagement at scale, accessibility, and collaboration. We will also outline practical steps for redesigning the digital selling and necessary marketing processes to better align with the realities of the digital landscape, and provide insights on how to overcome resistance to change within organisations. By embracing digital selling and reimagining B2B sales and marketing strategies, businesses can unlock new opportunities for growth and success in the digital age.

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2. The Problem with Traditional B2B Sales Processes

Ineffectiveness of Traditional Strategies in the Digital Era

Traditional B2B sales processes and marketing strategies, such as cold calling, direct mail, and trade shows, are struggling to deliver results, to be quite frank, they always have because tit requires the least qualified person to attempt to get the ball rolling with new prospects, or rather that is what was expected. The following factors contribute to their ineffectiveness:

  1. Buyer behavior has changed: Today's buyers are more informed and empowered than ever before, thanks to the wealth of information available online. They often conduct extensive research before engaging with sales representatives, making them less receptive to unsolicited sales pitches and promotional materials. Gaertner say 83% of businesses want to self-serve and self-educate before speaking to a salesperson.
  2. Digital noise and competition: The digital landscape is saturated with content and advertisements, making it increasingly difficult for businesses to stand out and capture their target audience's attention. Traditional methods of outreach can easily get lost in the noise or be perceived as intrusive and unwanted by potential customers.
  3. Inability to scale: Traditional B2B sales and marketing strategies are often labor-intensive and time-consuming, making it difficult for businesses to scale their efforts and effectively target a larger number of potential customers.  Telesales is a good example of one-to-one selling, however, current success rates are in the region of 300-1 to find someone interested.
  4. Maintaining 1:1 Sales Ratio: B2Bs, unlike their B2C counterparts have consistently been unable to change their approach and sell one-to-many.  B2B sales processes are geared for one-to-one selling from the cold telephone call, to the appointments, to the product demonstrations.  In many cases the ratio is even worse as it entails more than one person from the vendor company making it many-to-one!   

Resistance to Change and Misalignment within Organisations

Despite the evident shortcomings of traditional strategies, many businesses continue to rely on them due to internal resistance to change and misalignment between sales and marketing teams. This resistance can manifest in several ways:

  1. Fear of the unknown: Business leaders may be hesitant to adopt new strategies and technologies because they are unfamiliar with them and unsure of their potential impact on the organisation.
  2. Lack of understanding: Sales and marketing teams may not fully comprehend the benefits of digital selling and how it can improve their performance, leading them to resist adopting new approaches.
  3. Misaligned incentives: In some cases, sales and marketing teams may have conflicting goals and performance metrics, making it difficult for them to collaborate effectively and embrace a shared vision for digital transformation.
  4. Job security concerns: Employees may worry that adopting digital selling strategies will make their roles obsolete or lead to job losses, causing them to resist change.

To overcome these challenges and successfully transition to digital selling, businesses must address both the ineffectiveness of traditional B2B sales and digital marketing strategies and the internal resistance to change that prevents them from embracing new approaches.

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3. The Shift to B2B Digital Selling and Marketing

As businesses recognise the limitations of traditional B2B sales and marketing strategies and the need for change, many turned to digital approaches in an attempt to engage with their target audience more effectively. The shift to digital B2B sales processes and marketing involves several key components:

Leveraging Marketing Automation Tools

Marketing automation tools, such as HubSpot, Marketo, and Pardot, enable businesses to streamline and automate their marketing efforts. These tools help organisations deliver personalised and targeted content, track customer engagement, and manage leads more efficiently. By adopting marketing automation, businesses can save time and resources while improving the effectiveness of their marketing campaigns.  It sounds great, yes!  But this is what it is expected to do for B2C.  Businesses - B2Bs -  do not want to complete forms to obtain content and do not want to give out their contact details to avoid being cold called.

Embracing Content Marketing

Content marketing involves creating and distributing valuable, relevant, and consistent content to attract and engage a target audience. By sharing informative and engaging content, businesses can build trust and credibility with their audience, establish themselves as industry thought leaders, and ultimately, drive leads and sales. Effective content marketing can include blog posts, whitepapers, e-books, webinars, podcasts, and videos.  Whilst I agree, there is an element B2Bs need to be aware of.  You're not selling consumer goods and you're not managing a 'blog' and producing content that it meant to attract visitors on a subject you're not an expert on.

Google has a facility called AdSense.  This enables bloggers to write articles and insert adverts of Googles choice, on their web pages.  Clicks to the adverts makes the bloggers money, as does any affiliate sales.  You're running a business website.  You don't need to create copious amounts of content, just the necessary content your prospects are looking for.

I have seen some business websites with hundreds of blog posts, approximately 4-5 paragraphs long that are meaningless to B2B prospects as they do not provide insight, education or demonstrate the authors knowledge or expertise.  The author is simply writing as if it were a consumer type blog.  You do not have a blog, you have articles, which need to be about 4-6,000 words long! that help educate your prospects and explains why they should buy from you.

Adopting Social Selling Techniques

Social selling is the process of leveraging social media platforms, such as LinkedIn, Twitter, and Facebook, to research, connect with, and nurture potential customers. Sales representatives can use social selling techniques to monitor and engage in online conversations, share valuable content, and build relationships with prospects. By adopting social selling, businesses can gain insights into their target audience's needs and preferences, tailor their sales approach accordingly, and ultimately, improve sales results.

Focusing on Personalisation and Customer Experience

In the digital era, customers expect personalised experiences that cater to their unique needs and preferences. Businesses can leverage customer relationship management (CRM) systems and data analytics tools to collect and analyse customer data, enabling them to deliver tailored content, offers, and recommendations. By focusing on personalisation and customer experience, organisations can differentiate themselves from competitors and foster stronger customer relationships.

Aligning Sales and Marketing Teams

To fully capitalise on the potential of digital B2B sales and marketing, businesses must align their sales and marketing teams around shared goals, strategies, and performance metrics. This alignment can involve regular communication, joint planning sessions, and cross-functional collaboration on campaigns and initiatives. By fostering a collaborative environment and breaking down silos between sales and marketing, businesses can drive better results and accelerate their digital transformation.

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4. The Need for a New Approach

Despite the shift to digital B2B sales and marketing, many businesses still struggle to break through the £100k per person per annum (pppa) ceiling. Existing strategies, including marketing automation and social selling, have yet to truly transform businesses and generate significant revenue growth. This stagnation highlights the need for a new approach that can effectively engage prospects and drive sales. The salesXchange solution offers a fresh perspective on B2B sales and marketing by emphasising the following key principles:

Redefining Target Markets

In the salesXchange approach, businesses start by identifying their target market and segmenting it based on specific criteria, such as company sise or industry. By clearly defining their target market and focusing on the most relevant prospects, businesses can allocate resources more efficiently and develop tailored marketing strategies that resonate with their audience.

Connecting with the Total Addressable Market

The salesXchange methodology emphasises the importance of connecting with the 1% of the total addressable market that is typically in the market for a product or service at any given time. This connection can be achieved through various tactics, such as:

  • Hosting weekly live stream shows featuring product demonstrations, guest speakers, and engaging discussions
  • Emailing prospects regularly to promote the live stream show and share valuable content
  • Using LinkedIn and Facebook advertising to raise awareness of the live stream show and encourage attendance

By adopting these tactics, businesses can engage with their target audience more effectively and at a fraction of the cost of traditional BDR and telesales efforts.

Providing Comprehensive Resources and Support

The salesXchange approach emphasises the importance of giving prospects everything they need to make informed purchasing decisions. This includes:

  • Creating educational content, such as articles, videos, podcasts, and downloads, to help prospects understand the benefits and features of a product or service
  • Establishing social media groups to foster intercompany engagement and facilitate discussions among potential buyers
  • Making it easy for prospects to access support and complete purchases by offering flexible contact options and self-service tools, such as online booking and chat functions

Empowering Sales Teams with Qualified Leads

By implementing the salesXchange methodology, businesses can provide their sales teams with highly qualified leads that have been nurtured through targeted marketing efforts. This approach can help sales professionals close deals more efficiently and focus their time on high-value prospects, ultimately driving better results and breaking through the £100k - £120k pppa ceiling.

Aligning Sales and Marketing Efforts

In line with the salesXchange approach, businesses must ensure their sales and marketing teams work together to create a seamless customer journey. By fostering collaboration and alignment between these departments, organisations can develop more effective marketing strategies, deliver personalised customer experiences, and ultimately, drive better sales results.

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5. Redesigning The B2B Sales Process

To effectively change the income effectiveness of selling products or services, businesses must redesign both their marketing and sales processes. The salesXchange approach advocates for a comprehensive overhaul of these processes, taking into account the following key aspects:

Embracing Digital Engagement

In the modern business landscape, digital engagement and accessibility are crucial for success. To make this easir to grasp, it makes sense to refer to this new or different approach as Digital Selling.  By embracing these digital channels and creating a robust online presence, businesses can effectively reach and connect with their target audience. This includes:

  1. Live Streaming: Hosting weekly live stream shows to showcase products and services and engage with prospects at scale.
  2. Podcasting: Empowering salespeople to engage with customers, prospects and partners.
  3. Video: Providing every type of video from case studies, to interviews, to product demonstrations and training, 24/7 
  4. Face-to-Face: Exploiting technology, such as Zoom, Teams, and streaming technology when communicating with prospects and customers

Focusing on Target Markets and High-Quality Content

The salesXchange approach emphasises the importance of defining your target market and understanding your total addressable market. By doing so, businesses can develop more focused and effective marketing strategies that resonate with their audience, resulting in increased engagement and higher conversion rates.

To create high-quality, targeted content, businesses can leverage ChatGPT for copywriting and follow Google's guidelines for the ideal structure and length of a written article. Additionally, podcasting can be utilised to increase exposure to a wider audience.

Showcasing Authenticity and Expertise

To create a genuine and authentic face for the company, businesses should incorporate genuine photography of employees and use affordable live streaming technology and equipment from Blackmagic Design. This helps establish credibility and expertise, showcasing the 25 years of experience salesXchange has in helping businesses navigate the digital landscape.

Google has created a set of guideslines to help browswers ensure they comply with their standards.  It is called E-E-A-T, which stands Experience, Expertise, Auithority and Trust.  By ensure your content adheres to these factors, you may well get your content indexed and ranked on Google (because there's no guarantee!) but you will demonstrate to your prospects who you are and what you're about, far better than your competition. 

Utilising Video and Analytics for Continuous Improvement

Businesses should leverage B2B video for customer education and customer stories, providing further engagement coverage to their ideal prospects. To ensure maximum reach and effectiveness, businesses should optimise their content for search engines and exploit Google Analytics and Google Tag Manager to track and control the success of various messaging and content strategies.

By incorporating these elements into their sales and marketing processes, businesses can pivot from traditional selling to digital selling and better engage with their target audience, ultimately leading to increased sales and revenue.

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6. Real-World Example: Embracing Digital Selling

Let's consider a hypothetical tech company that specialises in providing SaaS solutions for other businesses. They have been struggling with traditional sales and marketing approaches, and have decided to embrace digital selling to improve their performance. Here's how they can implement the salesXchange methodology to achieve better results:

Identifying their Target Market and Addressable Audience

The tech company starts by identifying their target market, focusing on businesses that can benefit from their SaaS solutions. They narrow down their audience by considering factors like company sise, industry, and geographic location. By doing so, they can create a clear picture of their total addressable market (10,000 business in the UK) and create an ability to attract between 1% and 15% of businesses in that market who are actively looking to start their buying journey every week and who will be in need of their services at any given time.

Engaging with Prospects through Digital Channels

To connect with their target audience and establish a strong online presence, the company adopts the following digital engagement strategies:

  1. Content Review: First they review and rewrite (where necessary) their content to ensure it matches search intent, i.e., informational or transactional and all of the relevant guidelines required by Google.  Also, marketing automation forms are removed, as gated content is avoided by 80% of browsers.
  2. Social 444: They use an automated advert posting strategy to consistently share valuable content on LinkedIn and their other social channels, reaching a larger prospect base and increasing brand awareness.
  3. Adverts: They run targeted email and banner advertising campaigns promoting their live stream shows and other content to attract potential clients within their total addressable market.
  4. Live Streaming: They host weekly live stream shows, featuring product demos, expert insights, and guest speakers to engage with their prospects and showcase their expertise.  Engaging with them live and directing them to their highly focused content on their website.

Creating High-Quality Content for their Audience

The company invests in producing relevant, informative content to educate their audience about their SaaS solutions. They utilise ChatGPT to create well-structured, engaging copy, and follow Google's guidelines for optimal content length and format. Additionally, they launch a podcast to reach a wider audience and share industry insights and success stories.

Showcasing Authenticity and Building Trust

To build trust with their prospects, the company focuses on transparency and authenticity. They use genuine photography of their team members and leverage affordable live streaming equipment from Blackmagic Design to produce high-quality video content. This approach humanises their brand and fosters a deeper connection with their audience.

Measuring and Optimising Performance

The tech company continuously tracks their digital marketing efforts using Google Analytics and Google Tag Manager. This allows them to identify which strategies are working best and make data-driven decisions to optimise their content, messaging, and targeting. They also stay up-to-date with the latest SEO best practices to ensure their content reaches the maximum number of prospects.

By embracing digital selling and following the salesXchange methodology, the tech company successfully shifts from traditional sales and marketing approaches to more effective, modern strategies. As a result, they experience increased engagement, higher conversion rates, and ultimately, improved sales performance.

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7. Overcoming Resistance to Change

Embracing digital selling and redesigning existing B2B sales processes can be a challenging task, as it often involves overcoming resistance from various stakeholders within an organisation. Here are some strategies for addressing this resistance and ensuring a smooth transition to digital selling:

Communicating the Need for Change

Clearly communicate the reasons behind the shift to digital selling to all employees, emphasising the benefits it will bring to the organisation. This includes improved lead generation, increased sales performance, and better customer engagement. Make sure to address any concerns or questions that employees may have, providing examples and data to support your arguments.

Involving Key Stakeholders

Involve key stakeholders in the decision-making process and implementation of digital selling strategies. By giving them a voice and including them in the planning stages, you can help reduce resistance and foster a sense of ownership over the changes.

Providing Training and Support

Ensure employees have access to the necessary resources and training to help them adapt to new digital selling practices. This may include workshops, webinars, or online courses on topics such as live streaming, content creation, and social media marketing. Providing ongoing support and guidance can help ease the transition and ensure employees feel confident in their new roles.

Establishing Clear Goals and Metrics

Set clear, measurable goals for the implementation of digital selling strategies and track progress against these goals regularly. By establishing specific targets and performance indicators, you can demonstrate the effectiveness of the new approach and motivate employees to embrace the change.

Recognising and Rewarding Success

Celebrate successes and acknowledge the efforts of employees who have embraced digital selling and contributed to its implementation. This may involve offering public recognition, promotions, or bonuses to individuals or teams who have excelled in their new roles. Recognising and rewarding success can help build a positive culture around the transition and motivate others to adopt the new strategies.

By addressing resistance to change head-on and implementing these strategies, organisations can overcome potential obstacles and successfully transition to digital selling. In doing so, they can unlock new opportunities for growth, enhance their sales performance, and better serve their customers in the digital age.

I write an article about changing the B2B Organisational Structure in response to changing B2B Sales Processes and implementing Digital Selling.  

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8. The Impact on Recruitment and Reward Structures

The shift to digital selling not only affects sales and marketing processes but also has significant implications for recruitment and reward structures within an organisation. Here's how these aspects are likely to be impacted:

Recruitment and Skillsets

  1. Hiring for Digital Skills: As businesses transition to digital selling, there will be an increased demand for candidates with specific digital skillsets. This may include expertise in areas such as content creation, social media marketing, SEO, and analytics. Organisations will need to adjust their recruitment strategies to attract and retain top talent with these skills.

  2. Emphasising Soft Skills: In addition to technical expertise, soft skills like adaptability, creativity, and communication will become more critical as businesses navigate the digital landscape. Companies should prioritise candidates who demonstrate these qualities, as they are likely to be more effective at embracing new sales and marketing strategies.

  3. Ongoing Learning and Development: Given the rapid pace of change in digital selling, organisations must invest in ongoing learning and development opportunities for their employees. This can help ensure that their workforce remains up-to-date with the latest best practices and technologies, enabling them to stay competitive in the marketplace.

Reward Structures

  1. Performance-Based Incentives: As digital selling strategies become more data-driven, organisations can implement performance-based incentives that reward employees based on measurable results. This can help motivate teams to focus on delivering tangible outcomes, such as increased leads, sales, or customer engagement.

  2. Team-Based Rewards: Digital selling often involves cross-functional collaboration between sales, marketing, and other departments. To encourage this collaboration, organisations can consider implementing team-based reward structures that recognise the collective efforts of teams working together to achieve common goals.

  3. Flexibility and Work-Life Balance: The digital selling environment may also offer increased flexibility in terms of working hours and location, allowing employees to strike a better work-life balance. Emphasising this flexibility as part of the overall compensation package can help attract and retain top talent in the competitive job market.

  4. Employee Recognition Programs: Finally, organisations should implement employee recognition programs to celebrate the successes and contributions of team members as they adapt to new digital selling strategies. This can help foster a positive work environment and encourage employees to continue embracing change.

By rethinking recruitment and reward structures, organisations can better support their teams in transitioning to digital selling and ensure they have the right talent and motivation to succeed in the new landscape.

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9. Key Takeaways

Embracing digital selling is a necessity for businesses looking to thrive in today's rapidly evolving marketplace. Traditional B2B sales and marketing strategies are no longer sufficient to drive growth, and organisations must adapt to remain competitive. By reevaluating and redesigning sales and marketing processes, companies can unlock the full potential of digital selling and reach their target audience more effectively.

Here are some key takeaways for businesses looking to change the B2B Sales Process and make the shift to digital selling:

  1. Recognise the limitations of traditional B2B sales and marketing methods: Acknowledge that conventional approaches are no longer enough to drive growth, and be open to exploring new strategies.

  2. Leverage digital tools and platforms: Utilise digital selling tools like live streaming, social media, content marketing, and analytics to engage with prospects and customers at scale.

  3. Invest in the right skillsets and talent: Prioritise the recruitment and development of employees with the necessary digital skills, as well as soft skills like adaptability, creativity, and communication.

  4. Adopt data-driven, performance-based reward structures: Implement incentive programs that reward employees based on measurable results, and encourage team-based collaboration.

  5. Be prepared to face resistance and overcome obstacles: Understand that change can be challenging for some employees and be ready to address concerns, offer support, and provide resources to help them adapt.

  6. Monitor and adjust your strategies as needed: Continuously evaluate the effectiveness of your digital selling efforts, and be willing to make adjustments as the digital landscape evolves.

By taking these steps and committing to the transformation, businesses can successfully pivot to digital selling and reap the benefits of increased efficiency, expanded reach, and stronger customer relationships.

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10. Frequently Asked Questions

What is digital selling?

Digital selling is the process of engaging, nurturing, and converting prospects and customers through online channels such as social media, email marketing, content marketing, and live streaming. It's a modern approach to sales and marketing that leverages technology and data to build stronger relationships and drive business growth.

How does digital selling differ from a traditional B2B sales process?

Traditional B2B sales processes often involve face-to-face meetings, cold calling, and print advertising. Digital selling, on the other hand, focuses on reaching prospects and customers through online channels, utilising data-driven strategies and digital tools to create personalised experiences.

Why is it important for businesses to adopt digital selling strategies?

Adopting digital selling strategies is essential for businesses to stay competitive in the rapidly evolving marketplace. With the increasing reliance on digital channels for communication and commerce, businesses that do not embrace digital selling risk losing potential customers and falling behind their competitors.

What are some key components of a successful digital selling strategy?

A successful digital selling strategy includes live streaming, social media marketing, content marketing, SEO, analytics, and on-demand video. These elements work together to engage prospects and customers, build brand awareness, and drive conversions.

How can businesses overcome resistance to change when implementing digital selling strategies?

To overcome resistance to change, businesses should communicate the benefits of digital selling, provide training and resources, and involve employees in the decision-making process. Additionally, fostering a culture of adaptability and innovation can help employees feel more comfortable with the transition.

What impact does digital selling have on recruitment and reward structures?

Digital selling requires businesses to recruit employees with a unique set of skills, including digital marketing, data analysis, and content creation. As for reward structures, companies may need to adopt performance-based incentives that encourage collaboration and focus on measurable results.

How can businesses measure the success of their digital selling efforts?

Businesses can measure the success of their digital selling efforts by tracking key performance indicators (KPIs) such as website traffic, social media engagement, email open and click-through rates, conversion rates, and return on investment (ROI). Regularly reviewing and analysing these metrics can help businesses identify areas for improvement and optimise their digital selling strategies.

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11. Conclusion

B2B organisations have, for many years, suffered low-income levels.  New business revenue has been depressed for a considerable time, yet most business owners are unaware how to put this problem right. 

Whilst everyone heralded the explosion of digital everything, B2B's did not realise that the successes they heard about were predominately related towards consumer organisations. 

As consumers, we buy for ourselves using our own money. As businesses, we buy for one reason; to generate a return on investment. We don’t buy on a whim.

Many businesses were seduced into thinking that the technology will deliver and become the golden goose, laying golden eggs. It did not. Instead, more and more SaaS was purchased in the hope their marketing teams could get it would work – they could not.

Over the years, both marketing and salespeople have been blamed for poor performance, resulting in their replacement, yet using the same job descriptions to find their replacements.

By changing the B2B Sales Process, it paves the way to presenting a new strategy to generate new business and removes the dependence on marketing to succeed at first contact and empowers salespeople to present the business.

Buyer behaviour dictates how businesses can sell especially as most business owners refuse to speak to a salesperson. However, from a financial perspective, changing the B2B Sales Process means a significant change in costs and profitability. Less staff are required to reach and engage with more prospects meaning a significant increase in profitability.

To learn more about our strategies to replace your existing B2B Sales Process to Digital Selling, there are many documents, video, live stream recording and diagrams on this website, however, every business is different, so perhaps a call would be an interesting first step. 

Go to our Digital Selling pages to see how you can change the way you work and scale up your business.

30 April 2024

How to Master B2B Growth using Digital Selling Techniques

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The author and founder of salesXchange, Nigel Maine is a B2B marketing and sales expert with a proven track record in scaling up growth for Technology, SaaS, and Professional Services organisations. With 30 years hands-on experience and unique approach, Nigel has developed an effective strategy that dramatically increases exposure and profitability for B2B organizations.

Nigel has founded multiple start-ups, is a published author, public speaker and hosts both a podcast and business live streaming show, broadcast on LinkedIn Live, YouTube & Facebook. He also has extensive knowledge of MarTech software, creative hardware and software, and A.I. prompting tools.  Contact: 0800 970 9751 or email This email address is being protected from spambots. You need JavaScript enabled to view it.