The forecasts seem to universally agree: B2B sales as we know it is facing a technological revolution. Increasingly complex buying processes, more self-educated customers, and a noisier, more competitive environment for lead generation are changing how sales and marketing teams approach potential customers. Given all of this change, what will B2B sales look like in 10 years?
The enterprise buying process is more complicated than ever: the average B2B deal now has more than eight decision makers, a 43 percent increase from three years ago. At the same time, B2B e-commerce is rising, with Alibaba predicting a $6.7 trillion global market for B2B e-commerce by 2020.
