If you’ve been around in the B2B sales industry for 5 years  — or even just a couple — you already know how much the landscape has been changing. Sometimes, it seems new tools, strategies, and techniques are coming so fast they appear to be whizzing by in a blur. Especially all those new sales technology tools.

While that may be true, there are some essential sales trends you already should have embraced. Here are 3 sales trends that you need to adopt or, at the very least, recognize as things you should be preparing to integrate into your sales strategies.

1. Customers want an individualized experience.

Forget about the one-size-fits-all approach. Your prospective customers want a combination of products that fit their budget and their needs, including off-the-shelf products and customized solutions, along with the confidence that they can get substantial sales support, as McKinsey & Company recently reported.

Based on its experience, the global consulting company said that companies will need to develop multi-channel models for various customer needs that are flexible while cost-effective. “Gone are the days when the same sales representatives could offer all products to all buyers,” McKinsey said in its response to this new sophisticated buyer.

2. Software is an integral part of the sales process.

An array of software products have been developed to help sales rep navigate the challenges in a digital-driven market. With Salesforce, the CRM software, leading the way, a plethora of software tools are easing the challenges reps face with the sales process — from sales prospecting and sales calling to accessing the journey of a buyer, and the likelihood that he is ready to engage with a sales rep.

3. Content marketing is still key.

While content as a marketing and sales strategy has been around for a while, it will only grow as a key initiative for sales teams. According to one study, 75 percent of B2B sales and marketing teams of all sizes reported that they planned to create more content in 2016 than they did in 2015. These teams indicated that this steps were essential in ensuring that they stayed competitive in a market where prospects are increasingly searching the Internet to find the solutions and products that will best resolve their challenges.

MonsterConnect, a sales prospecting enablement solution, helps resolve one of sales teams’ most challenging situations — having one-on-one conversations with key decision-makers. Talk to us to find out how we can make it work for you.

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