PCCW Global Gained 800 New Accounts Entirely Without Sales Personnel Involvement: How?

According to Marc Halbfinger, CEO of PCCW Global, the firm gained 800 business accounts within the last year completely without the involvement of any sales personnel at all. It was no accident. PCCW Global has been working to become more agile, and that includes the way it generates leads and sales.

But changes have been building for a decade. According to Elmar Rode, Oracle Global Industry Solution Lead, up to 60 percent of Oracle leads come before the involvement of any sales personnel. In other words, potential customers are doing their research online, before contacting potential suppliers. 

Top-performing sales professionals in the mobile, wireless or software industries had to learn to work without face-to-face interactions during the recent global pandemic. Which changes are likely to be permanent? What new tools, platforms and practices will emerge, and what do top sales professionals need to know about the new selling environment?

All that suggests something fundamental has happened in business-to-business sales operations. At the very least, we will see more automation, more use of artificial intelligence, more remote interactions. 

But what else will change?

Rode and Halbfinger are among the subject matter experts who will speak about such issues on a PTC webinar July 21, 2021, at 14:00 HST. The series is restricted to PTC members on that date, but the event will be viewable by everyone about 30 days after initial screening. You can view episodes here. 

Sales professionals will still be needed. But it is possible--indeed likely--they will need new skills, and adopt new roles. The panelists will discuss what they believe is coming.