Uncover actionable strategies to improve your B2B sales process and drive sustainable growth in this episode of The Digital Download, featuring B2B sales optimization expert Tove Zilliacus. If you want to understand how to align your sales approach with modern B2B purchasing trends, this discussion offers fresh perspectives and real-world examples you can put to work right away.

Learn why traditional sales tactics, like feature-focused product pitches and mass email outreach, are now far less effective. Tove emphasizes the importance of understanding your client's journey and the value your solution can deliver to their business outcomes, rather than just selling product features. She explains the “decision making cycle,” which outlines the four essential stages in the B2B buying process, and highlights why most sales efforts should center on helping buyers become aware of untapped opportunities, rather than jumping straight to product demos.

This conversation also steps into the relationship between sales and marketing. The hosts and Tove break down the reasons why marketing and sales alignment is critical to the B2B sales process, and they debate how measurement and accountability on both sides can sharpen go-to-market effectiveness.

Whether you’re a B2B sales professional, team leader, or marketer, this episode offers practical advice on adapting to today’s digital-first buyers and building processes that lead to meaningful growth.

Key takeaways:

* How to map your sales process to the B2B buying process for greater impact

* Strategies for B2B sales optimization through customer-centric thinking

* Why marketing and sales integration is vital in today’s competitive environment

* Ways to leverage digitalization without falling into the trap of impersonal outreach

If you’re looking for clear, actionable insights on B2B sales optimization from someone who’s done it at every stage, this episode is a must-listen.

Highlights - 

07:48 Understanding Customer Value

13:31 Customer Decision Making Process

25:46 Digital Marketing Overload Problem

30:20 Rethinking B2B Customer Engagement

46:09 "Rethinking Marketing Accountability"

The Digital Download broadcasts live on Fridays at 14:00 GMT/ 9:00 ET.

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You can find a link to our next scheduled live show at https://DigitalDownload.live 

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