To Drive Growth, CSOs Must Harness Digitally Enabled Sales Strategies
Destination CRM, Thursday, May 22nd, 2025
In the rapidly evolving landscape of B2B sales, chief sales officers (CSOs) are at a crossroads. The traditional sales channels that have long been the backbone of revenue generation are failing to meet the expectations of buyers, whose preferences now lean toward rep-free digital experi ences
In fact, by 2028, Gartner predicts that a staggering 75 percent of organizations will complete their highest-revenue deals via digital channels. And yet, CSOs' perception of dig ital commerce as nothing more than a shopping cart means they continue to prioritize seller-led channels in their sales strategies. CSOs must choose to embrace digital commerce as an enabler of their strategic goals or else put revenue at risk.