Facilitating the digital transformation of sales can be complicated, particularly for B2B auto parts distributors and manufacturers. During her Heavy Duty Aftermarket Week virtual presentation, Zilliant Chief Marketing Officer Lindsay Duran, shared an eye-opening statistic:
Companies that have embraced the science of B2B sales have already started to pull ahead of their peers in terms of revenue growth (registering 2.3 times industry average revenue growth), profitability, (3 to 5 percent additional return on sales) and shareholder value (8 percent higher total return to shareholders than the industry average). (McKinsey 2020)
How are they doing it? Duran says the most important steps toward cultivating a digital sales mindset are gaining employee buy-in and learning to master available digital resources.