EBOOK

Key Market Trends Transforming B2B Pricing & Sales

Learn the seismic shifts with permanent consequences for sales and pricing strategies and execution.

The world of manufacturing and distribution underwent a series of transformative shifts in the wake of sweeping change in the early 2020s. The evolution that has since occurred has meant tangible changes, reshaping the very foundation of how manufacturers and distributors operate, connect, and thrive – plus how they market, sell, and engage in commerce.

This eBook examines the relevant research and key trends transforming B2B pricing and sales, including:

  • The dominance of omnichannel selling and buying in B2B
  • The ongoing importance of focusing on customer experience (CX) in B2B
  • Why establishing a “commercial excellence” capability to support your sales and marketing efforts matters
  • How AI is becoming pricers’ and sales teams’ favorite co-pilot
  • The findings in this report provide a roadmap for industrial manufacturers to thrive in an age defined by both disruption and innovation.

Get Your eBook

Collaboration is essential for delivering the very best results for your customers and using AI in a way that saves time and protects business interests.

Key Market Trends Transforming Pricing Thumbnail

Sales teams need to focus on developing and implementing enablement, skills, and technology to take advantage of B2B omnichannel selling. Your pricing and offer strategies need to incorporate them as well to accommodate and encourage a much more digital and B2C-like customer buying experience.

Alex Hoff, Chief Product Officer

Modern, digital channels provide far richer data from which business leaders can draw insights, and there are now more ways to leverage that data. We are also in an extremely challenging market environment, in which pricing and sales intelligence is needed more than ever

Israel Rodrigo, Business Consultant

Any adjustments you make need to be intelligent, market-specific, and delivered seamlessly to sales for execution…

Mitch Lee, Profit Evangelist

Organizational agility is one of the key success factors in aftermarket business. One excellent method to foster this culture is through clear responsibilities. Aftermarket organizations are usually organized around functions such as sales, sourcing etc. I recommend every organization run Price-Volume-Mix analysis where each element, like volume, or cost development is owned by the suitable function. This keeps the whole organization working together and ready to pivot when needed.

Kalle Aerikkala, Business Consultant

Related Resources

  • Rebate & Channel Manager Data Sheet

    Rebate & Channel Manager

    Proactively design and manage your rebate programs across channels.

    Read more

  • Sales Optimizer Data Sheet

    Vendavo Sales Optimizer

    Vendavo Sales Optimizer helps B2B sellers sell more by recommending the right products for each customer. Sales Optimizer is a SaaS solution that leverages…

    Read more

  • Vendavo Deal Price Optimizer

    Learn how Deal Price Optimizer replaces guess work and compliments your business insights with scientific data-driven pricing predictions.

    Read more

  • Vendavo Pricepoint

    Price is the single most powerful and fast-acting lever that organizations have to improve revenues and margins. Price management, when done well, incorporates a…

    Read more

  • Vendavo Margin Bridge Analyzer

    Regardless of whether your business is up or down, there will always be a need to explain what drove revenues and margins and by…

    Read more

  • Vendavo Value Consulting

    Successful pricing and commercial excellence projects routinely deliver 1-3% of revenue as a bottom-line benefit. However, even a perfectly executed software implementation does not…

    Read more

  • Vendavo Intelligent CPQ

    Vendavo CPQ Cloud advances B2B enterprises in their journey towards commercial excellence by helping coordinate, control and streamline their quote-to-cash processes. Vendavo CPQ empowers…

    Read more

  • Vendavo Profit Analyzer

    Vendavo Profit Analyzer, available both on-premise and hosted, delivers powerful in-memory analytics, helping you to continually uncover additional profit opportunities. Identify and track your…

    Read more