The Future of Business-to-Business Selling

Abstract

There is a future for the profession of business-to-business (B2B) selling that involves different approaches from today's methods. The current methods, tools, and approaches have told a portion of the story, but not the complete story. Many of the most significant changes have yet to be realized, and analysts and consultants see small movements and adaptations that bring them to the conclusion: B2B selling will be different in the not-too-distant future. This chapter attempts to provide this look into the future and the evolving innovative approaches to B2B selling.