6 Trends Transforming The B2B Sale

by | Jan 10, 2014 | , | 0 comments

If you lead a business, any business, B2B or B2C, things are changing.

Not only in the way have we meet our customers’ needs, but the entire process. Shift is underway.

From the first contact until eternity, it is the responsibility of our organizations—large and small—to create memorable customer experiences. Not some of the time, but all of the time.

In a world cluttered with mediocrity, standing out is the only way to get ahead and stay there. In fact, I contend average customer experience is worse than bad.

So how do we better engage our customers?

For most companies this isn’t going to happen by chance. It takes acute recognition of the changes happening around us.

Beyond recognition, it will also take action by leadership—a conscious shift from decision makers to embrace the change and implement new ways of doing things in just about every part of their businesses.

Perhaps you think you know what these changes are, or maybe you are wondering if the shifts we are going to explore are the same as certain shifts you see in your business.

So what is changing?

I call them “The New Rules of Customer Engagement.” These rules are constructed by the impact of six business trends happening around all of our businesses that may or may not be obvious day in and day out.

One by one, we will explore six trends that are forever changing the customer engagement process, then we will lead thought provoking conversations that can be applied to your business and leave you with resources for implementing the new rules to your business.

These six trends shape how companies need to do business from this day forward:

Trend 1: How Informed Consumers are Changing Everything

Trend 2: Why Your Response Time Must be Faster: The Impact of Immediacy on Customer Experience

Trend 3: Getting Creative: Your Business Value Lies In Your Creativity

Trend 4: The Role of The Human Network; Your Human Network

Trend 5: Don’t Sell Me. Show Me! Selling More by Driving Outcomes and Advocacy within Your Client Organizations

Trend 6: Customer Experience Trumps Everything Else You Do: Why Mediocre is the New Bad and Extraordinary Must be the Ordinary

If your business is ready to take on the changing landscape impacted by these six trends, stay with us as we explore how to create better business outcomes every day by focusing first on what today’s customers are seeking from their suppliers.

Ready to go?

We look forward to connecting to better customer experiences with you.

This is an introduction of my new book “The New Rules of Customer Engagement.” Stay tuned here and visit Commercial Integrator to get the preview chapters for the book that will be released weekly between now and the launch of the book.  If you are interested in getting a free digital copy when the book is released please sign-up on the form below. 

Author: Daniel Newman

Daniel Newman is the Principal Analyst of Futurum Research and the CEO of Broadsuite Media Group. Living his life at the intersection of people and technology, Daniel works with the world’s largest technology brands exploring Digital Transformation and how it is influencing the enterprise. From Big Data to IoT to Cloud Computing, Newman makes the connections between business, people and tech that are required for companies to benefit most from their technology projects, which leads to his ideas regularly being cited in CIO.Com, CIO Review and hundreds of other sites across the world. A 5x Best Selling Author including his most recent “Building Dragons: Digital Transformation in the Experience Economy,” Daniel is also a Forbes, Entrepreneur and Huffington Post Contributor. MBA and Graduate Adjunct Professor, Daniel Newman is a Chicago Native and his speaking takes him around the world each year as he shares his vision of the role technology will play in our future.