What the future science of B2B sales growth looks like

Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth. B2B sales are on the verge of a revolution, with a number of trends completely redefining what it will take to be a market leader over the next five years. Advanced analytics and machine learning have given sales executives access to historically unprecedented amounts of data and computing power, allowing them to predict with a high degree of precision the most valuable sales opportunities. The fastest-growing companies are using advanced analytics to radically improve their sales productivity and drive double-digit sales growth with minimal additions in their sales teams and cost base. Also, radical changes in buyers' preferences, with buyers being more content-driven, technically savvy, and comfortable engaging via digital channels, has led to the rise of a new breed of sales leaders who bring technical expertise and a strategic mind-set.