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  "documentTitle": "Digital Future of B2B Sales",
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  "authorName": "Roland Berger",
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  "notes": "The text emphasizes the need for agility and iterative learning over massive master plans.",
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      "text": "The better option is to target independent, high-visibility initiatives that can be realized quickly – lighthouse projects, as they are often known.",
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      "text": "Things move fast in the digital world, and many fear being left behind. But why? We mentioned at the beginning that, unlike in the past, customers these days shift their preferences at the drop of a hat. And this behavior ultimately has repercussions for B2B business too. Would-be customers used to communicate by phone. Today they do it by mail, and tomorrow even this may be reduced to just news feeds. At the same time, new hardware hits the market at ever shorter intervals, so companies must be ever watchful of acceptance and market penetration if they want to slot the right devices into their system - above all to provide mobile access to information. Even the demands placed on software and data processing are changing: from proprietary to open source, from CRM grids to big data analysis, from locally installed to cloud-based solutions that can be accessed from anywhere.",
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      "text": "ness many of the quotes reproduced in our study. The barriers to entry appear daunting, and respondents shy away from the cost of large-scale transformation. They are unsure how to go about it and are afraid of getting it wrong. It is wise to heed these concerns: In our experience, traditional planning approaches are not the method of choice in contexts that are highly volatile. Companies need a fast method of implementation to keep pace with the speed of digital change. Above all, the method has to lower the psychological barriers to getting started at all. To make sure visible successes are achieved as quickly as possible, we advise against backing huge master plans. The better option is to target independent, high-visibility initiatives that can be realized quickly - lighthouse projects, as they are often known. The success of implementation depends largely on whether the right initiatives are selected. An assessment model makes it easier to choose correctly -> E This then dovetails with a \"learn to iterate\" process: Ideally, you learn something from every project that you can then immediately contribute - in the form of experience - to",
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      "text": "Planning digitized sales from a theoretical perspective wastes too much time. Businesses need fast, visible lighthouse projects.",
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      "text": "IS YOUR COMPANY AGILE ENOUGH?",
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