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Getting sales in line with customer values

mars 6, 2021

RESEARCH REPORT

In brief

Rethinking traditional B2B sales processes

Buyers value both digital and human-based interactions, so finding the right “division of labor” between the two is key to reimagining the sales function.

Moving from insight to action

About the research

Dr. Bernd Elser

Senior Managing Director – Global Lead for Chemicals and Natural Resources


Dr. Tobias Radel

MANAGING DIRECTOR – STRATEGY & CONSULTING, CHEMICALS


Paul Bjacek

Former Employee


Rachael Bartels

LEAD – FUNCTION NETWORKS AND PROGRAMS