BT: Driving Sales Transformation to help customers meet the challenge of Digital Transformation

The fourth industrial revolution is characterized as ‘a fusion of technologies that is blurring the lines between the physical, digital, and biological spheres’. It is marked by emerging technologies forging new applications such as artificial intelligence, the Internet of Things, 5G mobile telecoms and others.

BT is at the heart of this revolution, supplying the secure networks that support the data transfer between converged technologies and the effective collaboration that drive these new applications. To deliver this, BT has reshaped its business and this in turn puts new demands on its sales force. The fourth industrial revolution is creating a digital transformation that in turn requires a sales transformation. BT has recognised the need to equip sales teams to both develop solutions for their customers and collaborate internally to deliver cross-functional products and services.

We are proud to say that BT’s Global Services division, which has over 800 multinational customers in over 70 countries, chose SalesMethods’ OrgChartPlus as its software solution to help develop its customer relations. Their experience of working with us is explained in a recently published case study.

It is our experience that focussing on building strong customer relations is key in being able to communicate the full breadth of capabilities required of a solution rather than a product. The blurring of boundaries because of the fourth industrial revolution introduces new stakeholders and requires a co-ordinated and often comprehensive sales effort. Traditional CRM functionality alone misses the point in terms of sales enabling software and it is this gap that we put our hands up to help fill.

Michael Conner

Michael Conner

Michael has operated at executive board level in publicly quoted companies and has led operational activities across worldwide organisations. Michael has extensive experience of change management and implementing business transformation programmes (turnarounds and repositioning) throughout disbursed businesses. He is an expert in sales (direct and channels), marketing (including product management), general management, making acquisitions and worldwide markets. He is CEO at SalesMethods.