Everything’s changing, the business world too, it helps to understand upcoming trends to make the most of changes. Researchers have identified three major changes in the B2B sales. If you are into it, go ahead and read this insightful article.

Christopher Davie is an associate principal in McKinsey’s London office, Tom Stephenson is a principal in the Silicon Valley office, and Maria Valdivieso de Uster is a consultant in the Miami office.

When it comes to growing revenues and market share, professional (PSF) and B2B service firms keep looking for the business version of the Holy Grail in all the wrong places: "Hire big-time rainmakers!" "Acquire that hot boutique firm!" “Revamp our website!” All too often, these ballyhooed initiatives fail to deliver on the expectations that they could increase the enterprise’s marketing and business development effectiveness.

Narrowly-Focused Initiatives Aren’t Working