Sales: The Oft-Neglected Piece of Digital Transformation

The pandemic propelled many companies into a digital transformation that they may not otherwise have considered. Yes, it’s been unexpected, but I see this imposed acceleration as a gift that will transform into growth immediately and in the near future. A key part of this digital transformation is the development of a mature, customer-driven digital sales offering to respond quickly to shifts in demand and identify leads quickly and efficiently. B2B customers are increasingly becoming accustomed to a digital purchasing experience in other sectors. Yet many industrial companies are still not in tune with that trend. Accenture recently surveyed 500 industrial sales and marketing executives from across the globe for a new report, “High-Voltage Digital Sales.” These executives operate across four industry segments—industrial and electrical equipment, heavy equipment, automotive suppliers and consumer durables.