Keep a Close Eye on These 2020 Sales Trends
Sales industry is the heart and blood of your business (unless you are non-profit). The more of it you have, the more you grow. That is nature. But what isn’t nature are trends. More and more things pop-up, TikTok, LinkedIn marketing, content strategies, all these things disrupt the classic way of sales management.
Keeping tabs on modern trends is essential for a company to succeed in customer relationships management, too. However, following them all is.. well... impossible. That is why we took the time and did our best to gather some of the most important sales trends your sales team should take advantage of. So, without any further ado, let’s take a look at five popular sales trends.
#1: The average customer is getting smarter
If you see fewer and fewer comments under products, it is not because the product is simple, it is because people are learning about it from different sources. Whether it is a favorite YouTube blogger or a frequent publication, people learn about products and services from all kinds of places.
And it is not just that, typically such communities unite and gather under one umbrella. Whether it is on Slack or in LinkedIn Groups, these communities will surely increase with years. We already see a lot of companies such as Seymour Duncan (a guitar accessory manufacturer) and non-tech ones such as Alibaba, build forums, and Facebook communities where both customers and merchants can communicate their needs and visions, and, thus, ensure customer success.
Such vendor-based communities aren’t new phenomena but recently, we’ve seen a considerable resurgence of interest in such gatherings. And to no surprise, they benefit business sales strategies in ways you couldn't think possible. Support centers are offloaded and personnel expenses are reduced. Not to mention increased sales.
Extend your sales management knowledge with this article: What Do Salespeople Know That the Others Don't
Just three to four years ago, LinkedIn was nothing more but a place to find work and document your experience. Today, however, it is slowly becoming a social selling network for both professionals and vendors alike. More and more business content is appearing on the platform too. Companies sharing their tech, professionals provide input on popular problems, there’s always something educational to read.
LinkedIn has also proven itself to be an excellent platform for marketing and sales strategies. Whether it is promoting business cases, or sharing technical expertise, LinkedIn is no longer a site to find work but rather to promote the B2B sales industry and perform social selling. Think about it, high-profile resumes are good indirect marketing assets.
If your company employs talent, both vendors and customers will notice. Use this as a bragging point, promote your employees just as you would promote a business pitch. We suggest that you carefully reevaluate your LinkedIn activities and start social selling there.
#3: Written Content
This is a big one among the sales tools. We are beginning to see that content is not only good for developing a following but an amazing asset in any sales engagement strategy. Big companies are reaching out to content experts both internally and externally and are willing to provide them with internal expertise to raise their content quality. They also use content creators as a means to enhance their outreach marketing efforts.
Content has a massive advantage over every other outreach channel as it can be adapted and presented in just about any marketing channel. Whether it is an instant article, or a micro-blog, or heck, even a long email read, content can spread like wildfire through any communication point. Some might say that written content might be fading away among other sales strategies but that is true only on the surface. Scripts have to be written, headlines composed, and Instagram posts sharpened. If you can’t afford high-quality video production, writing is your next best thing.
If you are still doing the usual, cold calls, email pitches, then your efforts might prove to be more effective if a well-written base is already available too. Lead your prospects to your blog, educate them, convert them, and make them your marketing assets. Let your content do the sale.
#4: Machine learning
Over the past two years, tell me how many times you’ve heard someone bring up the terms AI and machine learning and neural networks? Probably a lot. However, it is only recently that said systems have become viable marketing and sales management tools. Take for instance the mobile cell phone market. Companies such as Apple and Samsung already push stuff such as AI-enhanced image processing, graphics acceleration, and compute processing in their marketing materials.
Customers love such stuff as it is not just about the convenience that AI brings to the table. AI is about accuracy and reliability of sales management. Continuing with the smartphone industry, when it comes to camera exposure and sharpening, AI helps produce consistently good results more often than manual configs. Slap something in the lines of “AI-powered quad cameras” in your promo video and suddenly your product can compete for customer attention.
AI technology is in other activities too. Take for instance inbound marketing case studies. Neural networks already recognize when a reply is positive or not. They are also fairly good at predicting what course of action sales teams should take. You can use this to your advantage and increase more sales if a service or product cannot yet, employ AI tech.
How many times have you got frustrated over a delayed delivery? Probably a couple of times but not the extent as new generations react to it. Millennials are far more impatient than the previous-gen and the most concerning part of it all is they are nearing their 30s, meaning that they are slowly becoming decision-makers.
Like it or not, your sales team needs to adapt to these changes and the sooner you restructure your product/service delivery, the more sales you can expect. And money isn’t an issue either. On average, Millenials buy two premium-priced items a month. Therefore, if you can improve delivery times, then do it now before someone else does it before you.
What Do You Think?
The world of sales management is about to change even more. Customers are finding new contact points, employ new technology, and demand hasty deliveries. And this implies changing your sales strategic approach. Addressing such needs will prove to be a challenge for simple sales teams but they are certainly worth the effort. But what do you think will be the 2020s biggest sales trend? What are your thoughts on the matter?
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