How many applications do you use to order products and have them delivered to your door? How many new applications have you started utilising to get things done at work in the last couple of years? We’ve all beefed up our digital toolkits over the last two years, and current sales trends, like buyers, are fuelled and driven by tools and technology.
According to one technological research and consulting firm, the future of sales will involve a shift from analogue sales procedures to hyperautomated, digital-first engagement powered by AI.
The digital transformation of sales teams has accelerated in the last two years.
Let’s take a look at the most recent technology trends.
1. A unified technology stack
The sales technology sector is becoming increasingly congested. Companies are now delivering more bang for the buck, so to speak, to stay up with the competition. We’re seeing more and more solutions that provide end-to-end, all-in-one solutions – a unified technology stack.
Consider a single service that combines streaming, gaming, and online buying. That is the type of sales technology that is now available on the market.
The RisePath CRM, for example, is an all-in-one CRM solution that includes everything sales and marketing teams require.
What are the implications of these sales patterns for salespeople?
It means you can make a list of the tools and technology you’ll need to empower your sales and marketing team and then use just one product to meet all of your requirements.
You no longer need five different tools to accomplish five different tasks; instead, a single tool can handle all five.
This has been happening for the previous 18 months, according to a survey, and will continue to increase in the future years.
We’re now seeing a fewer range of vendors offering a broader set of skills. Instead of purchasing or adding capabilities that are within their swim lanes, these organisations are adding capabilities that are adjacent to them.
The tech stack gets increasingly united as vendors offer additional capabilities, and buying from a single vendor ensures that enterprises reap the following benefits:
- Purchase all features from a single provider through a single window, maybe at a lesser cost
- End-user training and onboarding are simplified.
- Integration issues are minor.
2. Sales via many channels
Since August 2020, studies on buyer behaviour have indicated a steady rise in multichannel purchases, with e-commerce being the most successful channel. E-commerce is the most effective channel, according to around a third of decision-makers, even more so than in-person sales.
Customers employ different sales channels at different stages of the buyer’s journey, according to current sales trends. Face-to-face, video conferencing, online chat, and online marketplaces are examples of these.
Customers are now connecting with buyers across ten or more channels, as opposed to five in 2016, according to the study.
In the case of B2B, 94 percent of decision-makers feel the new Omnichannel sales model is as good as or better than the one they had before the pandemic.
3. Individualization
Personalization is often connected with marketing, but it is quickly becoming the norm in sales trends as well.
According to a study, 71 percent of customers today want individualised communication, and three out of four customers are upset when they do not receive it.
Furthermore, organisations that grow faster generate 40% more money through personalisation than their slower-growing competitors, according to the study.
Customised email nurture programmes and personalised video pitches are becoming more popular in sales.
One of the technologies that can help in sales personalization is digital salesrooms.
A digital salesroom provides salespeople with a customer-facing microsite that can be used to share relevant content, chat with buyers, and create custom proposals.
Digital salesrooms can also be used to assess the customers’ digital footprint and thereby derive more insights into the customer.
Similar outcomes can be achieved with an all-in-one CRM. A CRM like RisePath CRM enables context-driven selling. You can nurture leads with personalised campaigns, personalise content and map out journeys. You can also run polls and get feedback. The finest feature is that the unified customer record stores all of your communications and resources with your customer.
4. Sales with the help of artificial intelligence
According to one research, 3 out of 4 B2B sales organisations will use AI-guided selling solutions to supplement traditional sales playbooks by 2025.
Here are some of the AI sales apps that are becoming more popular in today’s sales trends:
- Make a list of the leads you want to pursue. AI can assign rankings based on historical data such as contact attributes and engagement levels.
- Get data-backed recommendations on what to do next to advance the conversation with leads.
- Utilize past sales data, activity, and interaction to gain deal insights.
AI applications are currently one of the most popular sales trends. As a bigger number of purchasers engage in more digital activities, they will only grow in breadth.
5. Maintain a positive attitude among your salespeople.
A report produced a stunning estimate based on an employee survey in October 2021.
Approximately 40% of employees at 5000 global companies said they were at least somewhat likely to leave their current positions in the next 3-6 months.
According to a pulse poll of CSOs, seller attrition rates were 57 percent higher than expected.
The writing is on the wall: among the current sales trends, the great resignation is the most disruptive. Why? Your top performers may be going on to other organisations, and your new hires will need to hit the ground running to meet the organization’s sales goals.
The demand for good talent has skyrocketed as a result of the development of startups, unicorns, and IPOs, and there is a struggle for the best personnel.
How do you keep your best employees? Make sure your salespeople are happy. Reps who are happy are less likely to leave. Freshworks and Harvard Business Review have collaborated to investigate the impact of sales satisfaction on standard sales measures. The results are self-evident:
Making work easy is more important than receiving awards and recognition for hard work, according to a survey that was done in 2021.
For example, 24 percent of respondents desired processes that were more easily adaptable, while 12 percent actively sought employee feedback on bottlenecks.
These steps can help you retain talent and establish long-term relationships with your coworkers.
Takeaways
Data-driven digital selling is here to stay, and it’s not going away anytime soon.
According to one research, by 2025, 8 out of 10 B2B sales interactions between suppliers and customers would take place through digital platforms.
It also forecasts that by 2025, 60% of B2B sales companies would have switched from experience and intuition to data-driven selling.
As a result, sales trends will comprise not just selling, but also data analysis and interpretation.
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