Based on research conducted by Salesforce, this e-book looks into business development in the professional services industry in a pivotal moment of change. Here are some of the key themes we uncovered:
- In an industry often focused on operational efficiency, digital transformation is now happening at an accelerated rate.
- Rates of digital transformation are reflected in the adoption of business development technology.
- Empathy with clients is more important than ever.
- Human vision and technology can come together as firms get back to growth.
- This e-book is part of our attempt to understand how business development in this industry works, and we’ve organized it around five trends.
About the Data: Data in this e-book comes from our double-blind “State of Sales” survey of full-time sales operations, sales representatives, and sales leadership professionals worldwide. Survey was conducted from May 13, 2020 through June 30, 2020 and generated responses from nearly 6,000 sales professionals — including 655 in professional services. See the “State of Sales” research report for full methodology.
Terms Used in This E-book: While survey questions used terms like “sales” and “customers,” this e-book will use “business development” and “clients,” since these are the terms used in this industry. “Business development professionals” refers to those working in professional services in a business development capacity.
This article is posted at salesforce.com
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