We've said it before and we will say it again: sales and marketing must be aligned. Learn how market research insights can keep your sales team ahead of industry trends.
Staying on top of industry trends is more possible than ever today. There are countless publications– case studies, reports, articles–available for your benefit.
While you may be able to find some stuff for free (usually articles), investing in market research insights can be the leading factor that sets you apart from your competitors.
If you aren’t taking advantage of market research resources, know that your competitors are. Finding articles and case studies online yourself, or subscribing to third party market researchers, are some ways to stay on top of industry trends.
Read on below for how you can use market research insights to better stay on top of industry trends.
3 Market Research Insights To Get Your Sales Team Ahead of Trends
1. Developing Sales Strategy
Knowing how your industry is trending is crucial for developing a sales strategy within your company. This helps you identify what need there is in the market, and how you can meet that need.
Familiarize yourself with industry trend reports and credible articles. Compare these insights with what’s happening within your company: Do you see a correlation with the industry trends? Is your company going after trending lucrative opportunities in the market?
If not, ask yourself why.
See where you have areas of strength within your company that touch on these trends in order to better serve your clients.
2. Preparing Client Materials
Once you’ve read through trend reports and identified your strengths, you can create client-facing materials. These materials are based on the third party insights and your own company’s offerings.
With that said, give an overview of the client’s industry. Offering analysis of what’s going on in their world proves you are well-informed. In fact, you could even shed light on something they haven’t heard before!
After giving an overview of industry trends, you can go into why your company is best at hitting XYZ targets. Simply put, what you want to say is:
“This is what’s going on in the industry, this is what you need to do, and here’s how we can help you do it.”
3. Creating a Sales Pitch
When you’re working with data within the trend reports in order to put together a sales piece, keep these points in mind:
- Know the data & control the narrative
- Let the data craft the narrative
- Know your audience
- Implement data visualization techniques
- Keep it conversational
For more info on data-driven storytelling, click here. Or download our eBook below:
Remember, keeping up-to-date on industry trends is crucial both for your company’s strategy, as well as for your sales pitches.
Investing in market research data to inform you on key industry trends and what to expect in the future is a great way to stay ahead of the curve. Imagine your company being able to provide insights on industry trends that a potential client has never heard before. This insight gives you a major advantage over your competitors!
When crafting your sales-side piece on industry trends, be sure to clearly establish three key facts.
- This is what’s going on in the industry
- this is what you need to do
- here is how we can help you get it done.
By investing in market research insights in order to better understand the trends happening within your industry, you can take your company to new heights!
Have any more ideas on market research insights for sales? Let us know in the comments!
Nora is a Senior Research Analyst with a focus in entertainment media. Currently at Discovery Communications, she supports the Ad Sales team by providing consumer insights related to audience behavior. Nora graduated from the Fordham Gabelli School of Business with a Bachelors in Marketing. Connect with her on LinkedIn.