Rixxo on why sales teams really resist new digital tools

No.20 member Rixxo has turned its attention to a familiar frustration: the digital rollout that stalls, with the blame usually landing on a sales team accused of resisting change. The firm's own reading points elsewhere — to a brief written up, and requirements locked in, before sales ever had a say.

Its remedy is a structured discovery process that pulls sales into the room early enough to surface what a later launch would otherwise miss. Characteristically clear-eyed thinking from our resident B2B eCommerce specialists at 20 Berkeley Square. The full piece is on the Rixxo blog.