In today’s evolving business climate, it can be hard to stay on top of the sales technology trends affecting your market. But if you fall behind, your competitors may leap ahead of you.
Here are 7 sales technology trends you should master. And no, biking in VR glasses is not on the list!
1. Empowered buyers are driving the sales process.
This is a trend that’s been building for years in the B2C space, and it’s been gaining momentum as well in the B2B space. As a result, even with more complex solutions, buyers want to take the lead.
Buyers don’t want to be sold, they want to make decisions based on credible information. What are you doing to set your business up as a subject matter expert and provide the information your buyers want? Are you successfully capturing and nurturing these inbound leads?
2. Predictive analytics are improving decision-making.
From baseball to healthcare, predictive analytics help people make better decisions. It’s taken time, but these principles are making their way to sales.
What data points should you monitor to make sure your new hires are trending toward success? What’s the forecasted value of your pipeline? How are leads expected to behave? These questions and more can be answered with predictive analytics.
3. Artificial intelligence is revolutionizing inside sales.
It’s still early, but AI is making significant progress in the inside sales space. There are apps that function as personal assistants, scheduling meetings with prospects. Other apps chat with prospects, some even adjusting based on the prospect’s personality and tone.
Consider where in your sales process you might be able to leverage AI to improve efficiency. And make sure you customize your AI solutions to match your organization’s brand and tone.
4. Organizations are getting better at managing complex data.
Data collection has exploded in recent years. As a result, the data collection outpaced many organizations’ ability to leverage that data. Recently, we’re seeing significant improvement in organizations’ data management approaches.
Look at the data you’re capturing in your sales process. Consider what systems it’s coming from and what you’re using it for. Depending on the complexity of your process, it may be wise to invest in a data management tool that can process information from multiple sources and serve it up to the right people in a format that makes it actionable.
5. Video conferencing is continuing to improve complex sales.
While video conferencing technology has been around for a long time, it’s a constantly evolving tool that is becoming more essential in sales. Prospects still prefer to buy from people they can get to know, and people are aware of what they miss when they can’t see facial expressions and body language.
Review your organization’s video conferencing solutions and make sure you’re enabling your salespeople to connect with prospects and clients. There are a number of new platforms that are making video conferencing better and more affordable than ever before.
6. CRM systems are changing to meet salespeople where they are.
From mobile apps to new user interfaces, CRM systems are rapidly changing to meet the way people work. As a result, they’re making it easier to connect with prospects and track interactions.
Have you been keeping up? If your CRM implementation seems clunky and out-of-date, it might be worth evaluating a refresh. You might be surprised at what you can do!
7. Salespeople are changing based on sales technology trends.
The way people communicate has changed, and you may see these communication trends magnified in newer members of your team. Recent college grads have been texting and emailing their whole lives.
Work to identify your team’s communication strengths and weaknesses, and apply training where needed to improve people’s social, relationship, and selling skills. All the sales technology in the world won’t help if your salespeople don’t know how to help their prospects discover your solutions.
Help your prospects find and buy from you, and leverage your data so you can use predictive analytics to see what's coming. Include both new and improving technologies like AI and video conferencing solutions. Also, don't forget the basics like your CRM system and sales training.
By taking the lead on adopting these sales technology trends, you can stay ahead of your competition.
What sales technology trends are you seeing in your market, and how have you responded? Share your thoughts in the comments.
And make sure to check out our resource on building a sales process so you can integrate these sales technology trends into a repeatable process.