Why Sales Leaders Need to Digitally Transform Their Teams

Three key trends are driving the need for sales leaders to digitally transform their organizations. First, b-to-b buyers are conducting more of their purchase journey in the digital arena and demanding the same kind of frictionless and seamless customer experience they enjoy as consumers. Second, the subscription economy continues to grow rapidly, as consumers and b-to-b buyers want the ability to try products, pay for them monthly, and turn them off quickly if they’re not receiving the expected value. Third, data is widely available – therefore, buyers expect highly personalized interactions from sales. B-to-b organizations that can respond to these trends by reimagining their buyer and customer processes will enjoy a sustained competitive advantage. But what is a digital sales transformation, and what are the key tenets underpinning a successful one?

Spotlight

FUJIFILM Medical Systems U.S.A., Inc.

FUJIFILM Medical Systems U.S.A., Inc. is a leading provider of diagnostic imaging products and medical informatics solutions to meet the needs of healthcare facilities today and well into the future. From an unrivaled selection of digital x-ray systems, to the Synapse® brand of PACS

OTHER ARTICLES
Chemical Technology

Global polyethylene demand boom likely, increasing the sustainability challenge

Article | August 8, 2022

IT FEELS LIKE several lifetimes ago. If you recall, way back in November-December 2019 Asian variable cost integrated naphtha-based polyethylene (PE) margins turned negative because of the increase in US capacity. Then in January the following year, deep Asian and Middle East operating rate cuts returned some order to the market. Then, bang, as we all know, the pandemic arrived and turned everything on its head. The pandemic has, in my view, accentuated trends that were already well underway. I believe this means that the supply-driven downturn that started in late 2019 will not return.Long before coronavirus upended everyone’s lives, PE demand was becoming increasingly divorced from GDP growth because of the shifting nature of end-use demand. Booming internet sales was, I believe, a major factor behind the split between the growth of the overall economies in the developed world plus China and PE demand.The average product bought online is dropped 17 times because of the large number of people involved in the logistics chain, according to Forbes. This had led to a surge in demand for protective packaging made not from PE and other polymers such as polypropylene, expandable polystyrene and PET films (I will look at their demand growth prospects in later posts).Despite sustainability pressures, the scale of demand for stuff bought online translated to a lot more consumption of virgin polymers.

Read More
Chemical Management

How Leading Chemical Companies Protect Customer Data Online

Article | July 13, 2021

Cybersecurity concerns must be considered in order for the chemical sector to succeed with digital commerce; simply listing your products on an online store and crossing your fingers won't cut it. It is crucial to pick a spouse who is aware of these hazards and has a strong defense in place. It is evident that the sector has massive potential for online sales, but selling chemicals online is different from selling common consumer goods online. Who your consumers are and how you gather and maintain data about them raise severe security and privacy problems. Chemical company leaders have every right to be concerned about the privacy of their data, given that one cyber attack occurs every 11 seconds. However, they should still go online because there is too much business risk in not taking advantage of the digital opportunity. Deloitte estimates that the chemical sector alone sold over $27 billion worth of goods online in 2020. More than half (58%) of chemical purchasers reportedly stated that they would transfer providers if their demands, which include demands for a fantastic digital experience, were not delivered. The objective is to limit risk and create a secure digital sales environment rather than dismissing e-commerce due to cybersecurity issues. Setting up the appropriate IT infrastructure: Building for convenience and security is possible thanks to new IT technologies. Emphasis on confirming identification: Always be aware of who you are dealing with, regardless of whether they came through a digital or physical means. Offering simple (and safe) reorder alternatives to clients that have been verified. It's ideal for business owners in the chemical sector who want to test selling online but are concerned about data collecting, security, and privacy for my company and customers.

Read More
Chemical Technology

Reimagining the Workforce with Anglo American

Article | July 20, 2022

“At Anglo-American, we’re really focused on finding the best ways to attract the most talented people in the industry and effectively equipping our existing workforce based on what they need today and what the future will mean for their careers. We’re also committed to providing learning opportunities that lead to growth and development in the communities in which we operate. Our people are a strategic advantage. We want to ensure that continues to be the case as the mining industry evolves and faces more disruption.

Read More
Chemical Technology

Resin and Polymeric Binders for Inks

Article | May 19, 2021

The market size for polymeric and resin binders in the global printing ink marketwas estimated to be over 1,200,000 MT in 2020, with a CAGR of about five percent. A major driver of this growth comes from the packaging industry, due to increases in consumer spending and online shopping, as well as demand for processed and packaged foods and beverages. In addition, increased use of water-based inks is promoting market growth, off-setting environmental and health concerns regarding solvent-based inks in addition to strict environmental protection policies. Water-based inks are projected to overtake solvent-based inks due to environmental regulations, the reduction of volatile organic compounds (VOCs) in the pressroom, and improvements in overall print quality. Ink formulations are complex mixtures, consisting of four basic component classes: pigments, polymeric binder resins, solvents or an aqueous dispersant media, and additives, such as surfactants, waxes, and rheology modifiers that enhance print quality. The purpose of the resin binder is to disperse and carry the ink pigment to the substrate, stabilize the pigment and additives dispersion to prevent settling, and provide print properties such as ink transfer behavior, setting, and drying characteristics. The binder also contributes surface appearance and gloss, strength and flexibility, chemical and solvent resistance, and also rub resistance. Ink binders can be categorized into the following polymer and resin types: acrylics, polyurethanes, polyamides, modified resins, hydrocarbon resins, and modified cellulosics.

Read More

Spotlight

FUJIFILM Medical Systems U.S.A., Inc.

FUJIFILM Medical Systems U.S.A., Inc. is a leading provider of diagnostic imaging products and medical informatics solutions to meet the needs of healthcare facilities today and well into the future. From an unrivaled selection of digital x-ray systems, to the Synapse® brand of PACS

Related News

SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

Read More

Diving into the new SiriusDecisions Demand Unit Waterfall

SiriusDecisions | May 30, 2018

SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

Read More

SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

Read More

SiriusDecisions Expands Benchmarking Performance Capabilities and Global Coverage

SiriusDecisions | July 10, 2017

SiriusDecisions has expanded its core industry benchmark database, the SiriusIndex™, the only one of its kind in the b-to-b industry, with new metrics across four major categories, including readiness, activity, output and results, and offered its clients unparalleled access to data from their peers with the introduction of its new Command Center™ platform. Now commercially available, it will enable business leaders to drive strategic and tactical changes informed by insights, best-in-class frameworks, readiness and performance metrics, and peer comparisons with the data, and qualitative guidance from SiriusDecisions analysts they know they can trust. With the data to support a variety of decisions from investments and organizational structures, to strategy development and process design, SiriusDecisions’ Command Center™ helps marketing, sales and product leaders realize competitive advantages, ensure smarter allocation of budget and human resources, and respond more nimbly to specific situations and opportunities.“We have made a major investment in data collection, analysis and the reporting engine fueling our client delivery portal called the SiriusDecisions Command Center™, which provides real-time access to more than 750 b-to-b industry metrics at your fingertips,” said Bruce Brien, Chief Technology Officer of SiriusDecisions. “The new platform will empower leaders to move quickly to energize their organizations’ performance and seize opportunities, with wiser organizational investment and resource allocation.”

Read More

Diving into the new SiriusDecisions Demand Unit Waterfall

SiriusDecisions | May 30, 2018

SiriusDecisions since around the time when Rich Eldh and John Neeson gave birth to the company. I’ve found their frameworks especially useful in helping focus my teams’ actions and report on the value of our contributions. Perhaps you’ve found the same. For many years, the SiriusDecisions Demand Waterfall has been used as the standard framework for managing demand generation processes. The beauty of the original Demand Waterfall was its clarity and simplicity. Built as a useful guide, it was never meant to become “the law.” Yet over the past few years, many marketers have found themselves ensnared by a rigid, faithful type of application. From helpful leading indicators, we’ve created rigid sets of KPIs that lock us into a way of doing things and shape how we “see” our world. A host of short-sighted KPIs are now constraining our ability to innovate. At worst, they’re locking us into counterproductive behaviors that actually hurt our ROI. I’m talking here about KPIs that drive up volumes even as they drive down quality; about filters that ignore tangible evidence of demand in favor of titles and contacts at accounts that aren’t in the market at all. The newly announced SiriusDecisions Demand Unit Waterfall concept contains major insights that could open the door to a new wave of progress. These observations should help keep many of us from going over the falls in a barrel crafted of our own short-sightedness.

Read More

SiriusDecisions Reveals Winners Of The 2018 ROI Awards

SiriusDecisions | March 30, 2018

The ROI Awards are designed to honor companies who excel in product development, marketing and sales through the use of SiriusDecisions’ research, frameworks and best practices. This year’s winners include: Cisco for its next-generation, blended approach to the engagement and retention of both partners and customers.Huron Consulting Group for centralizing marketing sales resources, revamping company branding and positioning and developing cross-functional processes.Illumina for creating content which is more accessible, scalable and relevant to its representatives. Imprivata for refocusing the company to target a single market, updating its ABM efforts and implementing SiriusDecisions’ Demand Unit Waterfall; and Vocera for enhancing its solutions and constructing a new marketing campaign to accompany the changes. “In today’s highly competitive market, companies with integrated marketing, sales and product capabilities have a distinct competitive advantage,” said Tony Jaros, President and Chief Product Officer of SiriusDecisions, in a statement. “This year’s ROI Awards winners seized opportunities to unify goals across departments and build programs that consistently achieve those shared objectives through unique implementations of SiriusDecisions’ models and methods.”

Read More

Events