Five key B2B sales strategies

13th March 2026 |   Journal Of Sales Transformation

Warwick Business School has outlined five B2B sales strategies to help businesses thrive in today’s business environment.

1 Turn price transparency into a weapon

Proactive transparency, particularly early in the relationship with a customer, actually drives better commercial outcomes. Early cost disclosure led to approximately $1,400 more in backend profits per customer, according to a 2021 paper by by Michael Ahearne, “The future of buyer-seller interactions”. This is because verifiable transparency builds trust, and trust drive profit.