Continuity versus Change - The "Rope Effect" in B2B Sales
Many talk about a change or even a transformation of business-to-business sales, but some things will remain the same in the future.
In this article, I would like to look at both sides and find an answer to the question: What remains better as it is and what was not better in the past?
I, too, got my information for this post from articles with names like "The Turbo Transformation" or "The Next Level: B2B Sales 4.0" because, of course, it is more exciting to write about what is radically changing than about what is staying the way it was decades ago. But especially in times of such substantial change, we should also think about what will probably remain as it is right now in ten or even 50 years.
The food for thought on this topic came from the successful German podcast "Gemischtes Hack". In one of the more recent episodes, the two hosts, Felix Lobrecht and Tommi Schmitt, talk about what they call the "rope effect." This paraphrase refers to objects, methods or practices, such as the rope, which has been used for thousands of years and is unlikely to find a dangerous substitute for decades to come.
In the following chapters, we will look at which sales areas are undergoing radical change and what these enduring ropes of sales will be.
