So 2023 came and went, but marketing continues to push new boundaries. New sales trends and 2024 are no different. After all, the sales industry is the heart and blood of your business (unless you are a non-profit). The more sales you can arrange, the more growth you can expect; that is the way to go, but do not forget about sales trends.
We live in an age where new things pop up all the time. TikTok, LinkedIn marketing, and content strategies all these things disrupt the traditional way of sales process management. Keeping tabs on modern sales trend analysis is essential to remain relevant and, more importantly, competitive. We think it is useless to remind you about the sales trend definition as all modern businesses try to keep up with sales industry trends.
However, following all trends in selling is impossible and unnecessary as not all of them are useful in business. We took the time to gather some of the most important sales trends your team should take advantage of to deliver the best possible output. So, let’s take a look at nine popular selling trends without any further ado.
Why Perform Sales Trends Analysis
If you see fewer and fewer comments under your products and services, it is not a simple coincidence; potential customers probably learned about it from different sources. Whether it is a favorite YouTube blogger or an online publication, people gather info about offerings in communities and not just your product/service page.
Vendor-based communities aren’t new phenomena. They’ve been around since the early days of the internet, but only recently we’ve seen a considerable resurgence of interest in such gatherings.
More prominent companies are joining the bandwagon as well. The option to instantly spread information about your products, where both customers and merchants can communicate their needs and visions, will ensure sales analysis success. Therefore, many big-name brands have started building forums and social media communities to encourage even more product and service trends in sales.
A community page will help you directly spread information about your product and improve sales tactics. Plus, you’ll have the opportunity to offload your support centers and personnel expenses since you will relay most info on the community page. If you have an empty social media publication page, we suggest that you start building that following now for advanced sales capabilities.
Biggest Sales Trends in 2024
Social Selling
The tendency to use social media among businesses is growing yearly. Undoubtedly, this will be the main sales trend in 2024. Why? Just take a look at Instagram. A few years ago, it wasn’t a platform for shopping, but now almost everyone can sell through this app — the same with other social media.
Your business can use Linkedin or Youtube to increase brand visibility and improve B2B sales interactions. Social media, like Whatsapp, Telegram, Instagram, etc., are the best for uniting the sales and marketing teams. While one of them is working on targeting and brand identity, the sales reps create the best customer experience in buying.
What will you get from this? Well, you will increase the number of leads and prospects. And such potential buyers are more likely to get your conversion rate higher. Consequently, the sales cycle will decrease. So, don’t miss the opportunity to influence your sales productivity and grow your business.
Just three to four years ago, LinkedIn was nothing more than a place to find work and document your experience. Today, however, it is slowly becoming a social network for customers and vendors. As a result, more and more companies share their professional content on the platform, and there’s always something educational to read.
That is why LinkedIn has proven to be an excellent platform for marketing and sales strategies in the B2B sector. Whether promoting business cases or sharing technical expertise, LinkedIn is no longer a site to find work but to encourage sales and perform social marketing. Think about it; high-profile resumes are good indirect marketing assets.
Among other trends in sales, becoming a LinkedIn user will become a powerful tool. Thus, it will help open a new world of sales growth for you. For example, if your company employs talent, vendors and customers will consider the employees’ prowess. Use this as a bragging point; promote your employees just as you would encourage a business pitch.
Moreover, for B2B companies, LinkedIn is a place where prominent companies can notice you and start cooperation. Finally, reevaluate your LinkedIn activities and start social selling there.
Analytics and Flexibility
What is the fastest-growing sales trend today? There is not only one trend in sales that is worth your attention. As sales forces usually collaborate with marketing teams and not only so that it can’t be the only one. However, the most powerful and biggest trend right now is predictive data. Companies spend a lot of money on data analysis, and they continue doing thin in the next year.
Next, enterprises can develop flexibility in the market or different markets by monitoring sales analytics. If you know how to use data, you will be able to adapt to changing customer demands. Sure, there is another tricky moment - the changing environment. Therefore, as business owners, you need to place creativity first. In fact, you should generate ideas every day, so the most effective formula and big sale trend is data analysis+creativity=flexibility.
Written Content
Content is a big one among the sales tools. So much so that we are beginning to see that content isn’t just suitable for developing a following but a fantastic asset in any engaging sales strategy.
Big companies are reaching out to content experts as they need a voice that won’t just communicate to users but convince other businesses to invest in your expertise. Written content has a massive advantage over every other outreach channel as it can be adapted and presented in any marketing channel.
Whether an instant article, a micro-blog, or even a long email read, content can spread like wildfire through any communication point. Sharing such content is also easier. Some say that written content will fade away in the coming years, but the practice shows it is misleading. Scripts have to be written, headlines composed, and Instagram posts sharpened. Likewise, high-quality video production isn’t possible without writing.
Therefore, such spheres will still be considered selling trends.
Video Content
We all watch videos. While working out in the gym, going for a jog, or eating breakfast, you probably watch something on your phone. In 2021, Statista reported that we spend more than 10 hours watching videos on average per week. No wonder. With most of us stuck at home, video content is a haven for people and businesses.
A 2022 report by Wyzowl suggests that 86% of businesses use video as a marketing tool. This was 86% in 2022 and 2021, 85% in 2020, 87% in 2019, 81% in 2018, 63% in 2017, and 61% in 2016. Many companies combine their content efforts (written and video) to maximize the effects of their marketing campaign. If you aren’t investing in video content production for some reason, you better start now to increase customer interactions.
Podcasts
You might be surprised, but audio content is no less popular nowadays. Instead of listening to the radio on the way to work or home, listening to podcasts is gaining ground. The research from Demandsage is strong proof of this, as the number of podcast listeners has reached 464.7 million in 2023; by 2024, this number could reach 504.9 million people worldwide.
Creating your own podcast can increase the connection with your customers by providing them with some kind of personal content. Moreover, this content can range from introducing updates and exciting new features to telling engaging stories about the history and development of your company. So, it is a very flexible platform to reach your target audience and find new clients for your product or service.
Not enough budget for your own podcast? No big deal. As we mentioned earlier, the podcast field is vast and diverse. So you can go to Spotify and iTunes, the most significant streaming services right now, find an existing podcast and collaborate with its creators. Remember, the possibilities are endless. Simply create audio content that resonates with your audience and watch it reap rewards in terms of engagement and sales.
Machine Learning
Could you remember how many times you’ve heard someone bring up the terms Artificial Intelligence and Machine Learning or even neural networks? Probably a lot. These technologies are the future but have already become viable marketing and sales analysis management assets.
Just think about it. Indeed, inbound marketing is now an AI-driven system. Moreover, the same can be said about social media targeting, too. Neural networks can quickly analyze the market, its tendencies and clients’ preferences to offer you valuable strategies for promoting your company. They are also reasonably good at predicting, and this is what action sales teams should take.
Don't forget about the capabilities of the ChatGPT-powered chatbot. Unlike all other chatbots we used to implement on our websites, this one will most likely improve customer experience and satisfaction. With the personal approach, the ChatGPT-powered chatbot can deal with all queries in the best way possible and become an excellent sales tool.
Delivery Speed
While conducting a sales trends analysis, we can find that fast delivery is what our customers wait for from us.
Here’s another question. How many times have you gotten frustrated over a delayed delivery? It is probably a couple of times but not to the extent as new generations react to it. Millennials and Gen Z are far more impatient than the previous gens. The most concerning thing is that most of them are nearing their 30s and 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, but customer service matters. On average, Millennials buy two premium-priced items a month. Therefore, if you can improve delivery times, do it now before someone else does it.
Conversational Marketing
When people think about big corporations, they imagine them as faceless personalities that don’t care about them and only want their money. However, it turns out they aren’t so faceless, and it is all thanks to conversational marketing. Nothing comes closer to personal than a good old, friendly talk between interested parties. This modern sales approach brings loyal and faithful customers and even important sales for growing business.
Having a one-to-one conversation with your customers is nothing new but most people like the conversation to be less formal and more understandable. Today, nobody has the time to listen to long, formal discussions; people want a shotgun of facts thrown at them one by one.
Conversational marketing is a no-fluff, straight-to-the-point, and non-formal info dump. It is a technique that encourages communication where the customer isn’t intimidated to ask questions in a non-formal manner. In other words, it is a feedback-driven system that fosters higher engagement and greater loyalty, and you should employ it to boost your sales.
Interactive Content
Among other sale trends, this one can grab your attention. One of the most critical metrics in any marketing campaign is engagement. Besides, a better way to improve it is by introducing interactive content. As the Asian proverb goes, ‘Better to see something once than to hear about it a thousand times.’ The same can be applied to content.
If you allow your prospects to try out your service/product immediately, they will be more inclined to purchase it. More than 90% of buyers search for interactive content in favor of traditional formats. In other words, we are not talking about free trials; we are talking about quizzes, polls, AR ads, and 360-degree videos.
It is not about the freshness and uniqueness of such content. It’s about the connection the prospect has with your product or service. Investing in interactive content is critical. It is far more memorable and far more effective in convincing the person to use your products and services.
CRM systems
Even though companies try to reduce their expenses, they can’t scrimp when it comes to sales automation and analytics in sales. That’s because CRM platforms provide effective sales organization, to keep all sales in one place and it is the biggest trend in sales.
CRM (customer relationship management) is a system that helps to automate your sales process and create deals and pipelines.
What is a CRM system used for? Well, it allows you to visualize the movement of each deal through a sales funnel and control it. By the way, with such a system you can recognize the weak point of your sales pipeline, and estimate what stage needs improvement. Checking your sales rep’s work is also a must, so statistics and charts are often available in CRM systems.
If you are a Zendesk user, we suggest you try the CRM and Deals app for Zendesk Support. It has all the previously mentioned features of CRMs and it helps you to successfully combine support and sales and to move your contacts from tickets to deals. That’s why this is a great add-on if you are looking for seamless integration of those two processes.
Value-Based selling
The best piece of advice to sales representatives in 2024 is to stop moving your product to the customer at any price. The customer is no more sensitive to words like: ‘Don’t miss the chance,’ ‘Limited offer,’ ‘An offer you can refuse,’ etc. As a result, they’ll search for a company that performs value-based selling.
What does it mean? Value-based selling is one of the new biggest sales trends when sales reps are educators. They identify the prospects’ needs, select the best solution and tailor their product or service to personal needs. Also, they are strong experts, often certified, and know their product or service from the inside out. Besides, presenting complete information about the product is the strength of that system. As has been shown in practice, this way of sales shows much better results than aggressive sales. Thus, the process of improving sales productivity will be easier.
However, you must be sure about the quality of your product or service before implementing value-based selling. With high-quality production, you can avoid lowering the prices and giving a discount which adversely affects your profits.
Selling - not only for sales
Keeping the strict division like "everyone has to do their own job" doesn't work in sales at all. Whether a web designer, an app developer, a marketer, or a support tech, everyone should feel responsible for effective selling and do their job with this idea in mind.
Undoubtedly, cross-functional collaboration and a customer-centric approach are so deeply integrated into business workflow that they no longer seem odd. But, sometimes it's useful to remind ourselves that perfect customer service should be everyone's priority, and concern not only the people in sales dep.
Each team member's contribution plays a role in shaping the customer's journey. Whether it's sophistication in design, precision in coding, strategy in marketing, or empathy in support, every aspect intertwines to create an unparalleled customer experience.
Data security
To keep up with the sales trends and the modern world in general, you should definitely keep customer data protection in mind. In our digital 21st century, people must care about their privacy more than ever before. That is why GDPR compliance is integral to all companies and organizations.
For the Zendesk platform in particular, the easiest way to process your customer data is the GDPR Compliance app. It can anonymize, delete or retrieve personal information upon customer request in a few clicks.
With the privacy-focused approach to your customers' data, you will build trusting and long-lasting relationships with your clients.
Promote Awareness
Unfortunately, the last few years have been filled with unpleasant events for our environment and humanity. However, these terrible situations have made us all more aware of the world around us.
Due to a number of aggressive attacks on civilians, there is an obvious choice not to support violence in the world. This rule also applies to businesses. If you want to be a company with a proactive stance, clear position and moral consciousness, it's a must to check who you are working with.
Studying the clients’ backgrounds and attitudes to the current situations may be time-consuming, but you can speed up this process with our Sanctions Check for Zendesk. This app provides you with all information about the sanctions of the individuals or organization.
Monitoring your customers' reputations keeps your own reputation unspoiled. As a result, your company's credibility is high, customers can trust you, so they will be happy to purchase your products again.
Human touch in the digital world
The last century has changed a lot by introducing technologies to humanity. With the help of the latest innovations, it's now possible to put all the sales work on ChatGPT or other machine learning apps. However, it's not a panacea.
The emphasis should be on using technology to enhance, not replace, the personal touch in sales interactions. Your customers are not robots. That's why they demand empathy and understanding.
The human touch in the digital world remains invaluable. While technology has revolutionized the way we conduct sales, it's essential to recognize that customers aren't algorithms since they crave genuine interaction.
So, for all sales professionals, the main goal should be to strike a balance between leveraging cutting-edge tools and maintaining human connection with their clients.
The Benefits of Using Sales Trends Analysis
Definitely, the Covid-19 pandemia affected the personal finances of everyone, and only singles raised their profits. However, people changed, and demands changed as well. As a result, sales trend analysis became the starting point in planning sales tactics. By the way, as you know, 'Who owns the information, he owns the world,' so sales trends knowledge can be helpful in:
- Planning your content strategy.
- Defining sales reps certification.
- Sales automation.
- Better performance analysis.
- Improving product quality.
- Improving delivery speed.
Sales Trends: Conclusion
The world of sales management is about to change even more. Customers are finding new contact points, employing new technology, and demanding premature deliveries. And this implies changing your strategic sales approach and sales trend analysis. Addressing such needs will be challenging for simple sales teams, but they are worth the effort. But what do you think will be the 2024 most significant trends? What are your thoughts on the matter?
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