B2B Online Marketplaces Wipe Out Salespeople? | This Week In Sales

On this week in sales we’ll be looking at: 

  • Online B2B marketplaces
  • Sandler and Vidyard teaming up
  • How car buyers want to hear from ‘product experts’ and not sleezy salespeople

And much more!

Why you’re going to really like the B2B online marketplace

  • Gartner has predicted that by 2023 at least 70% of enterprise marketplaces launched will serve B2B transactions
  • Forrester explains that B2B buyers only 38% of B2B now make purchases primarily through an enterprise account rep
  • “Twenty years ago, people said ‘Amazon is just a book retailer from Seattle, they pose no threat to us’”

Ecommerce 3.0 is typified in B2C by etsy.com or Alibaba. Here, marketplace owners don’t sell any of their own product or stock any of their own merchandise, but instead offer a pure platform for other merchants to use. 


Sandler and Vidyard Create New Technology Partnership to Bring Video for Remote Sales Training to Businesses

Sandler, training organizations, and Vidyard, video platform, have joined forces to help sales teams embrace personalized video to better connect with customers and prospects.

Tyler Lessard, VP of Marketing and Chief Video Strategist at Vidyard “… we will help sales teams learn how to connect with more prospects and close deals faster in an increasingly virtual world.”

Mike Montague, Global Head of Content at Sandler remarked, “This is a very collaborative partnership. Vidyard has created a tool that is cutting-edge, easy to use, and will help salespeople save time and create simple, effective videos.”


Car buyers want to hear from ‘product experts’ not be sold to by incentivized salespeople

Goodman says Polestar didn’t want traditional sales people in its showrooms.

Goodman – who formerly ran Peugeot in the UK – said Polestar wanted to rethink the way it sold its electric cars to customers and work with dealers who thought the same.

Goodman explains Polestar decided to take commission paid salespeople ‘out of the equation’.

He added: ‘Let’s have it run by car dealers who understand the business and let’s say to them I want product experts in there.

‘And they’re not going to be paid commission because they’re not signing the customer up.

‘No customer walks into a Polestar Space is going to have an order form put under their nose, they’re not going to be put under any pressure, what they will meet is someone who knows the product inside out, who can listen to what they want.’


Sales Intelligence Leader Introhive and Equilar Partner

Introhive, sales enablement and intelligence companies, and Equilar, the leading provider of corporate leadership data solutions (executives and board members, 1Million +), announce their partnership designed to help revenue teams uncover advanced relationship intelligence insights.

“Understanding the interconnectedness of business relationships beyond just who you know is an important part of the future of Enterprise Relationship Management,” explained David Chun, CEO of Equilar. 

With the combined offering, customers will realize:

  • Enhanced visibility into C-level and board member relationships that drive revenue growth, while increasing employee productivity and reducing client churn
  • Shorter sales cycles through connection to key decision-makers and influencers, while identifying cross-sell and upsell opportunities

Allego and Corporate Visions Elevate Customer Conversations for 30,000 Sales & Marketing Professionals Through World-Class Sales Enablement Technology

Corporate Visions' marketing, sales training, consulting, and coaching company will be accessible within customers' daily workflow via Allego's sales enablement platform

Allego provides an all-in-one sales enablement platform that ensures sellers have the skills, knowledge, and content they need to optimize team success in a virtual world.

Doug Hutton, SVP of Products at Corporate Visions. “Allego has all the power and capabilities we need to deliver and manage every piece of digital content we build for marketing, sales, and customer success.” 


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