How do organisations secure a future-proof commercial strategy?

Benchmark research

Technology

Het commerciële landschap verandert. Nieuwe technologische ontwikkelingen volgen elkaar in rap tempo op: LinkedIn wordt ingezet voor het genereren van “demand”, basale commerciële processen worden geautomatiseerd met software, datamining is voor iedereen toegankelijk, afspraken worden virtueel gevoerd en de gigantische impact van AI op sales en marketing is pas recent duidelijk geworden (denk aan voorspellende klantbehoefte, interactie met klanten en analyseren van de CRM database).

Commercial strategy

Besides new technological developments, there is also a shift in the commercial strategy of organisations. We see an increase in the use of market knowledge and careful preliminary research (account-based sales & marketing). Numbers of leads become less important, better thought is given to the market approach; quality is preferred. Sales teams have less and less capacity so people increasingly focus on ways to identify potential opportunities faster. It is not for nothing that Sales Velocity is becoming more important than the sales and marketing pipeline.

(People) Knowledge

Let us not forget the human factor. The question is not only how technology and strategy can be used to increase efficiency, but also how it can be used to build deeper and more meaningful relationships with customers. Thought leadership and giving away knowledge instead of discounts. A great observation in the survey: "we should try to sell less and start listening to the customer better" It seems counterintuitive but we all understand what is meant.

Research

What do these developments mean for your organisation? Are you already consciously applying them? How are your teams implementing the new technologies? What strategy do you adopt in relation to your environment? Is your organisation ahead or behind in these developments compared to your surroundings? To gain insight into these issues, The Blue Hour is conducting a large-scale benchmark survey among more than 450 commercial decision-makers.

You will receive exclusive insights into what works well. You will discover how fellow directors and managers deal with transitions and what choices they make for continued commercial success.

Topics

Commercial artificial intelligence;
LinkedIn demand generation;;
Deployment of data and market intelligence;
Next-level lead qualification;
Volume versus value

Advantages of participation:

personal appointment

You will receive a personal presentation of the benchmark report by our specialist at your location.

Compare with your environment

The specialist hands over the benchmark report with your answers and the answers of your peers.

periodic updates

We will send you periodic updates on the results of our benchmark research.

Participate to the research

When participating in the online survey, you will receive the benchmark report from us with which you can easily compare yourself with other anonymous participants.

The benchmark report is presented and discussed by a specialist of The Blue Hour in a personal meeting. Filling in this questionnaire takes about 10 minutes. With these results, we can compile your report.