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A future-proof sales model

August 7, 2022 5-MINUTE READ

RESEARCH REPORT

In brief

A revolution in expectations

Thirty-six percent of mobility customers are dissatisfied with current online buying options.

Five best practices

#1

A seamless, omnichannel customer experience is now a baseline requirement.

40%

of cross-industry customers rank time saving as a benefit of online buying.

52%

still value the opportunity to “touch and feel” offline.

#2

B2C and B2B expectations are converging.

30%

of total B2B sales cross industry will be online through to 2025.

#3

Digital marketplaces are increasingly popular and require a strategic response.

35%

of cross-industry customers now purchase via marketplaces.

#4

Pricing must be clear, systematic, and consistent.

44%

of mobility customers who negotiated a price would have preferred a fixed price.

#5

Direct sales align most closely with customer expectations—and give companies more control.

Conclusion

Meet the team

Johannes Trenka

Managing Director – Accenture Strategy, CEO & Enterprise Strategy

Jaqueline Koops

Functional Strategy Manager – CEO & Enterprise Strategy

Ludwig Goebl

Strategy Consultant – CEO & Enterprise Strategy