The Growth B2B Market in Dubai

B2B sales are on the verge of a revolution, with a number of trends completely redefining what it will take to be a market leader over the next five years.

Advanced analytics and machine learning have given sales executives access to historically unprecedented amounts of data and computing power, allowing them to predict with a high degree of precision the most valuable sales opportunities. The fastest-growing companies are using advanced analytics to radically improve their sales productivity and drive double-digit sales growth with minimal additions in their sales teams and cost base.

Also, radical changes in buyers’ preferences, with buyers being more content-driven, technically savvy, and comfortable engaging via digital channels, has led to the rise of a new breed of sales leaders who bring technical expertise and a strategic mind-set. This is also transforming what sales organizations look like, with a sharp reduction in field sales and marketing, and rapid growth in inside sales and analytics teams.

Finally, a significant shift toward subscription-based business models has redefined how customer relationships are managed. No longer is a sale a one-time “won and done” deal. In a world of recurring revenues, sales need to be won every month, quarter, and year. As a result, successful customer-relationship managers are becoming increasingly more valuable, and sophisticated sales teams are aligning themselves closely to the long-term success of their customers.

In Dubai, as a result of disruptive changes around the world, B2B sales have evolved from art to science. By this we understand that the sale is powered by data, validated by digital tools, backed by advanced analytics, and focused on the actual understanding of the customer's "what, why and when". Companies that have introduced what we call "B2B sales science" have already begun to outperform their competitors in terms of revenue growth and shareholder value.

 

A key feature that distinguishes market leaders from the rest of the package is that the CEOs of the market leaders actively manage the sales transformation rather than leaving them before selling. These CEOs are aware that redefining their start up engine in the marketplace is a multi-functional sport that requires their direct involvement and proper implementation in the areas of sales, marketing, human resources, IT, and finance. Market leaders have realized that successful B2B sales in the next five to ten years will lead them to fundamentally change their market introduction to three basic principles:

  • Invest continuously in world-class talent research and development.
  • Use advanced analytics and machine learning to make faster decisions.
  • Involve customers the way they want to get involved
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