Technological progress is bringing revolutionary new opportunities to companies engaged in B2B sales. Leaders have already achieved double the sales growth and 2.3 times the sales productivity growth of average companies.

1. Beyond Limits:
The Future of B2B Sales

2. A technology-
fueled B2B sales
revolution has
broken out.
Beyond Limits: The Future of B2B Sales

3. The revolution opens up
unlimited opportunities
for B2B sellers to serve
their customers better—
and at lower costs.
Customers are impatient
to get in on the benefits.
Beyond Limits: The Future of B2B Sales

4. Leaders in the B2B sales revolution
achieve twice the revenue
growth and 2.3 times the
sales productivity growth
of average firms.
Beyond Limits: The Future of B2B Sales
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A.T. Kearney’s Future of B2B Sales study is based on a survey of middle and
top managers at more than 1,600 companies around the world.

5. Meanwhile, 53% of
B2B companies are
lagging in both
revenue and sales
productivity growth.
Beyond Limits: The Future of B2B Sales

6. Top performers choose their
own footprint from among
nine emerging sales practices.
Beyond Limits: The Future of B2B Sales
Easy Configurative Scientific
Anywhere,
anytime, any way
Collaboratively
networked
Experiential
Anticipative
and personalized
Sales beyond
selling
Sales without
selling

7. Leading B2B sellers
make buying
simple and easy,
removing any
reason to
buy from a
competitor.
Beyond Limits: The Future of B2B Sales

8. Anytime, anywhere, any
way: B2B sales leaders use
digitization to anticipate,
simplify, and personalize
across all channels.
73% of their sales
are digitally enabled
(vs. 30% on average).
Beyond Limits: The Future of B2B Sales

9. Leading B2B companies maximize
and redefine the value they bring
to their customers. They anticipate
needs, and they bundle,
unbundle, and
reconfigure their
offer.
Beyond Limits: The Future of B2B Sales

10. Best-in-class
sales organizations
have three times
more sales staff
with analytical and
statistical skills than
their peers.
Beyond Limits: The Future of B2B Sales

11. B2B sales leaders are collaborators.
81% of sales come from collaboration
within the organization or with
external partners (vs. 51% in the
peer group).
Beyond Limits: The Future of B2B Sales

12. Leading B2B sellers
use augmented
reality and gamified
multimedia to let
their customers
experience
products and
services.
Beyond Limits: The Future of B2B Sales

13. Leading B2B sales
organizations work
with influencers and
create “must-have”
products and
services. They
“sell without
selling.”
Beyond Limits: The Future of B2B Sales

14. Winning in the B2B
sales revolution
requires a full,
multidisciplinary
team effort “from
the middle” of the
organization.
Beyond Limits: The Future of B2B Sales

15. B2B sales leaders inspire
and engage their whole
organization. 88% of
their sales staff is highly
engaged and motivated
(vs. only 48% at
average performers).
Beyond Limits: The Future of B2B Sales

16. Next-generation
B2B sales
organizations
will look at every
part of their
company as a
potentially salable
product and service.
Beyond Limits: The Future of B2B Sales

17. The B2B sales force
will be the supermen
and superwomen
of their organizations,
with an impact well
beyond selling.
Beyond Limits: The Future of B2B Sales

18. Start your own B2B sales
revolution today by eliminating
all friction for the customer,
driving out costs, boosting
value generation, and
making your sales
organization the force
from the middle.
Beyond Limits: The Future of B2B Sales

19. For more information
about A.T. Kearney’s Future
of B2B Sales best practices,
please visit:
www.atkearney.com/marketing-sales/
the-future-of-b2b-sales