There have been a series of seismic business shifts over the past couple of years, but one area has endured: Sales Trends. That said, the need for creativity and resourcefulness is becoming increasingly important for sales and marketing teams to be successful as a new year beckons.
Research suggests that B2B buyers aren’t just moving to omnichannel. They’re already there. And with the choice of in-person, remote, and e-commerce channels, buyers want them all. McKinsey’s research further highlights an omnichannel approach as more than just a trend (or a pandemic workaround) but a critically important fixture essential to the success of global B2B sales as we edge closer to 2022.
For businesses, this means thinking of innovative ways to conduct sales in an increasingly challenging and hyper-competitive environment. And, here, all indications are that sales must be integrated with technology as the only viable solution to counter global B2B sales challenges.
Digital tools are playing an increasingly pivotal role in the sales cycle, with pandemic-driven disruptions accelerating the pace of digital adoption in the sales process. For many companies, the choice was relatively simple: digitize or go bankrupt. This transformation is permanent, says Gartner.
Traditional sales approaches are no more, replaced by digital-first, AI-driven, hyper-automated customer-centric processes. While conventional wisdom holds that big-ticket sales must be made in person, 20% of B2B buyers say they are open to spending more than $500,000 on a fully remote/digital sales model. And 11% of all B2B buyers say they would spend more than $1 million.
Utilizing AI in sales for 2022
Skepticism around AI is not a new phenomenon since every technological innovation often ushers in disruptions. Contrary to perceptions percolating in some quarters, AI will not make most jobs obsolete. What it will do is completely transform sales processes. It will not eliminate the human touch that’s crucial to the overall sales cycle but will increase workers’ ability to capture information about customers leading to higher revenue.
Other key AI-driven applications include:
- Automating tedious or time-intensive tasks
- Shortening sales cycles and improving lead quality
- Optimizing customer satisfaction and engagement
- Optimizing prices for competitiveness
A common characteristic running through each of these functions is that it allows people to focus on other key operational areas. This means AI raises overall productivity and saves businesses money in the long run. Additionally, AI will have a direct impact on sales by automating repetitive tasks such as scheduling and data entry; enabling reps to prioritize more effectively, and providing team leaders with more detailed analytics.
Today, AI is already being leveraged by forward-looking organizations that have recorded benefits such as boosted lead volumes, data-driven sales performance analysis, and optimizing conversion rates. The power and versatility of the technology stem from the fact that it can augment and automate processes in seconds: tasks that would take humans weeks or years to execute correctly.
Steady growth of m-commerce
Mobile advertising has become a critical part of mainstream marketing. In 2020, mobile ad spending reached $223 billion globally. Projections suggest that this figure could surpass $339 billion in 2023.
The proliferation of smartphones is a key reason companies are investing in m-commerce. Customers have become more comfortable with online shopping on their phones and laptops. This introduces big, big opportunities to leverage B2B sales trends. Skynamo offers dynamic solutions to navigate the new marketing minefield.
M-commerce is uniquely positioned to become a major channel for mainstream shopping. Most people already rely on their smartphones for entertainment, banking, communication, and navigation. This means sales and marketing are likely to enjoy similar success if executed properly.
The popularity and versatility of social media platforms such as Pinterest, Twitter, and Facebook enable organizations to take advantage of new sales trends on these sites. With each of these platforms offering a dedicated “buy” button, conversions are likely to be faster.
Social selling as new lead generation channel
The popularity of modern communication technologies such as video-conferencing has introduced the concept of social selling – the process of conducting transactions without in-person interactions.
The 2020 pandemic introduced the need for transactions to be conducted from a distance. With the right sales management system, businesses can continue to build strong relationships with remote clients. Skynamo’s sales system is optimised to offer top-of-the-line CRM services capable of handling the unique challenges that emanate from social selling.
Businesses that embrace social selling will be ahead of the curve compared to their more complacent counterparts.
Here’s why:
- More than half of all the revenue in 14 key industries is generated through social selling
- Only 49% of B2B enterprises have created social selling programs to take advantage of the new trend
- Organizations with a formalized social selling structure are 40% more likely to attain their revenue goals
- About 48% of organizations realize that acquiring new buyers is largely due to social sales
Social selling promises a lot and delivers… Especially for companies that are in tune and plan for future sales trends. Implementing a social selling strategy is relatively simple if you are willing to make the necessary investment.
Here are some key considerations:
- An effective approach to measure your results
- Embracing social prospecting by scouring the web and engaging potential consumers
- Having organized lead strategies ready to jump on new opportunities
Everything you’ll ever need from a field sales app
The steep learning curve of the last 24 months can very well become the new growth launchpad for B2B sales organizations, provided they lean into these trends and enable integrated, tech-powered interactions across the buying journey.
Research suggests that with buying increasingly omnichannel, hybrid sales models are more likely to emerge. In fact, says McKinsey’s research, “hybrid sales reps will soon become the most common sales role.” With omnichannel the new purchasing norm, 64% of B2Bs intend to increase the number of hybrid sellers – representatives who interact with customers via video, phone, apps, and occasional in-person visits.
Mobile CRM is an attempt to integrate the different sales trends in a package that recognizes the power of the smartphone to the modern shopper. The trends suggest that mobile CRM is the future of sales. Why is that? For starters, mobile CRM reduces wasteful system administration by automating repetitive tasks. And with the web increasingly becoming mobile-centric, manufacturers, distributors, and wholesalers have ample opportunities to target this growing customer base. For sales managers and business owners, mobile CRM means more control and clarity.
Skynamo’s field sales CRM gives you live ordering, better sales, and less admin. Our real-time reporting and automated sales analysis features mean you know exactly what’s happening in the field so you can track sales activities such as customer visits and orders captured, along with actual vs. forecast sales. A Skynamo solution means effortless sales team management – view activities by team member, by region, or customer, and easily communicate with the entire team. Streamlined CRM and contact management enable you to view customer history, location, contacts, products ordered.
Looking to drive more sales and make bigger profits for your business in 2022? Drop us a line, and together, let’s make it happen!
