When working with large businesses and going outbound, being deliberate about the planned approach provides structure to your organization’s interactions. Recently B2B selling has almost completely turned digital. With ever-growing, larger buying groups in this digital age of B2B selling, what are some factors that go into it; challenges encountered and benefits gained?
In the fifth episode of The Shift Podcast on Digital Key Account Management, Andrew Collings (Head of Enterprise at Gearset) and Dr. Karthik Nagendra (Chief Marketing Officer at DemandFarm) discuss adapting your organization to this changing, digital B2B environment.
Andrew shared some of the crucial factors he considered when shifting to a digital approach to keep track of his key accounts.
This includes having a tool that :-
1. Integrates into Salesforce without requiring external software to manage accounts
2. Represents data visually and is easy to use for faster adoption
3. Accommodates custom needs accurately and works around that
4. Shows all information in one place without having islands of data
