This document discusses how B2B sales are evolving and the need for reinvention. It notes that B2B buyers now do more research independently before engaging with sales. It also outlines Accenture's approach to transforming B2B sales through an integrated solution combining customer relationship management, intelligent sales experiences, data and analytics, and intelligent operations. The solution aims to drive outcomes like improved win rates, lead qualification productivity, and revenue growth for clients.

1. Reinventing B2B sales
B2B Sales
of the Future

2. “70% of B2B buyers have defined their
solution needs and identified their solution
before engaging sales.
2021 Buyer Preference Survey

3. “Sales people rank 9th out of 10 as a source
for subject matter expertise.
2021 Buyer Preference Survey

4. “When disruptive tech evolves, we tend to
overestimate impact in the first two years
and underestimate impact in 10 years.
Bill Gates

5. The “new” new of B2B
sellers
In post-pandemic markets, despite all of the issues
and distractions many sellers have learned to sell
virtually and have adapted.
Sales
Productivity
of B2B seller time is spent
on non-selling activities1
35%
Seller
Relevance
of B2B sellers are their
customer’s #1 source to
help solve their business
problems2
22%
Diversity Drives
Performance
of B2B sellers are
women, yet they
outperform men by
~11%3
30%
1Korn Ferry, 2020-21 Sales Performance Study, 2Sales Mastery, 2021 Buyer Preference Study; 3Xactly Corporation, 2019 State of Gender Equality in Sales

6. The “new” new of B2B
customers
New buyer expectations emphasizing digital, self-
service experiences have forced companies to
change how they think about sales.
Digital Buying
Comfort
15% of B2B buyers
would make
purchases online3
Digital Native
Buyers
of B2B buyers have defined
their solution needs before
engaging sales; almost
half have identified
individual solutions first2
70%
Market
Disruption
of B2B customers are open
to doing business with new
entrants1
72%
1 B2B Better to Best , Accenture Research; 2Buyer Preferences Study, Miller Heiman Group; 3Buyer Preferences Study, Miller Heiman Group
$1M+

7. The b2b sales market
is getting more and
more complex
Workforces
Segments
Accenture Multi-Dimensional B2B Sales Matrix ©
VLE
Enterprise
Mid-market
SMB
SOHO
Indirect
Direct
Channels
B2B2B
B2B B2B2C
Routes to Market

8. Companies must think holistically about
reinvention to achieve success
B2B Sales
Reinvention
Empowered workforce
Rewire your organization for growth
Connected platform architecture
Unlock the full power of your data and
technology investments
Agile operating model
Maximize your culture and talent network
Demand activation
Optimize marketing and sales to drive demand
Omni-channel optimization
Maximize your channels for profitable
growth
Personalized experiences
Create an intelligent customer experience
Product innovation and Simplification
Innovate and ease the shopping experience
Pricing & purchase models
Identify new pricing and
purchase models
New buyer pathways
Design and integrate new customer experiences

9. We believe AI will be
your secret weapon
for holistic execution

10. The Future of Sales
powered by AI
Extraordinary
Productivity
Supercharged
Talent
Customer
Telepathy

11. 11
We created a
best-in-class B2B
sales solution
starting with the
brilliant basics…
Salesforce®
Suite of
Solutions
Intelligent
Sales
Experiences
Sales
Cockpits

12. 12
…adding
Accenture
Solutions.AI to
expand the
digital data
universe and
unlock
intelligence…
Structure
the Big Data
Universe
Create
AI/ML Living
Models
Orchestrate
Signals,
Insights &
Actions
Demand
Generation
Expansion
Enrichment &
Prioritization
Intelligent
Orchestration
Hidden Data
3rd Party
External
Data
1st Party
Data
Real-time data
learning and
tuning

13. 13
…complemented
by world-class
intelligent
operations to
extend your
capability
Accenture
SynOps
B2B Sales &
Marketing
Operations
Digital Inside
Sales
Customer
Success

14. Transforming the
Future Potential
of B2B sales
B2B Sales Solution
Business Operation
Accenture
SynOps
B2B Sales &
Marketing
Operations
Digital
Inside
Sales
Customer
Success
Customer Relationship Management
Salesforce®
Suite of
Solutions
Intelligent
Sales
Experiences
Sales
Cockpits
Intelligent Data Foundation
Structure the
Big Data
Universe
Create AI/ML
Living Models
Orchestrate
Signals,
Insights &
Actions

15. Transforming the
Future Potential
of B2B sales
Results
250%
Increase in sales
team engagement
20%
Improvement in Win
Rate when
leveraging analytics
97%
Accuracy using the
Win Probability
Predictor
B2B Sales Solution
Business Operation
Accenture
SynOps
B2B Sales &
Marketing
Operations
Digital
Inside
Sales
Customer
Success
Customer Relationship Management
Salesforce®
Suite of
Solutions
Intelligent
Sales
Experiences
Sales
Cockpits
Intelligent Data Foundation
Structure the
Big Data
Universe
Create AI/ML
Living Models
Orchestrate
Signals,
Insights &
Actions
Accenture

16. Transforming the
Future Potential
of B2B sales
Results
B2B Sales Solution
Business Operation
Accenture
SynOps
B2B Sales &
Marketing
Operations
Digital
Inside
Sales
Customer
Success
Customer Relationship Management
Salesforce®
Suite of
Solutions
Intelligent
Sales
Experiences
Sales
Cockpits
Intelligent Data Foundation
Structure the
Big Data
Universe
Create AI/ML
Living Models
Orchestrate
Signals,
Insights &
Actions
75%
Improvement in Lead
Qualification
Productivity
57%
Lead Conversion
Rate improvement
for IRG leads vs.
Non-IRG enhanced
leads
3-5x+
Program ROI
Global Social Media Company

17. Transforming the
Future Potential
of B2B sales
Results
115%+
Performance against
Qualified Opportunity goal
120%
Performance against
opportunity conversion goal
“N3 (Accenture) not only delivered real revenue
results, but they also helped us create lasting,
disciplined pipeline management processes that
ensure qualified opportunities get closed, quickly.”
* Director, Global Partner Operations
B2B Sales Solution
Business Operation
Accenture
SynOps
B2B Sales &
Marketing
Operations
Digital
Inside
Sales
Customer
Success
Customer Relationship Management
Salesforce®
Suite of
Solutions
Intelligent
Sales
Experiences
Sales
Cockpits
Intelligent Data Foundation
Structure the
Big Data
Universe
Create AI/ML
Living Models
Orchestrate
Signals,
Insights &
Actions
Multi-national software company
• N3 is part of Accenture
• Source: https://n3results.com/customer-stories/global-sales-demand-generation-multinational-
software-company/

18. Transforming the
Future Potential
of B2B sales
Your potential results
2-15%
Revenue Lift
(average)
15-30%
Op Ex Reduction
(average)
100%
Ready for the
Future
B2B Sales Solution
Business Operation
Accenture
SynOps
B2B Sales &
Marketing
Operations
Digital
Inside
Sales
Customer
Success
Customer Relationship Management
Salesforce®
Suite of
Solutions
Intelligent
Sales
Experiences
Sales
Cockpits
Intelligent Data Foundation
Structure the
Big Data
Universe
Create AI/ML
Living Models
Orchestrate
Signals,
Insights &
Actions

19. Bryan Berumen John Carney
Reach out to our experts and schedule a discovery session – see what Accenture’s B2B Sales
Solution could do for your business.
Copyright © 2021 Accenture. All rights reserved. 19
Kristen Tomlinson
Are you ready to reinvent your sales
organization?
Justin Bean
bryan.s.berumen@accenture.com john.a.carney@accenture.com kristen.m.tomlinson@accenture.com justin.e.bean@accenture.com