What a year it has been! You would never have anticipated 2020 for what it was and for all that we have been through. For SDRs and sales leaders, the hardships brought forth by COVID-19 has been unimaginable. A lack of face-to-face interactions, canceled events, and the convergence of inside and field sales meant that there is no going back to what it all once was!
However, the future is here and we are looking forward to it. COVID-19 has changed our lives to a great extent, and B2B sales is no exception. B2B sellers are now struggling with changing buyer expectations and 2020 saw increased adoption of digital tools by sellers and marketers, which is probably a good sign! A renewed focus on collaboration in digital could give birth to a few customer-centric strategies. In this blog post, we will list down a few B2B sales trends that might be predominant in 2021.
Artificial Intelligence, Machine Learning, and automation will take sellers out of the data entry game. Sellers will no longer have to spend valuable time on menial administrative and research tasks. Increased adoption of collaboration and digital tools give pave the way for the rise of data platforms. Sales intelligence tools will help sellers capture and enter relevant and accurate data into their CRMs and Marketing Automation Platforms.
The digital customer journey will be given top priority. The pandemic has caused increased adoption of digital tools to facilitate remote work. It is the right time for companies to shift their focus from traditional and offline strategies to digital and modern tactics.
Social selling will be taken more seriously. We’ll see SDRs spending more time on social selling, by sharing online content rather than traditional cold calling. Marketers will align with sales to deliver targeted campaigns and personalized content for effective lead generation.
Buyers will demand a multi-channel, personalized experience. Customers don’t want to be tied to a single channel. There are buyers who prefer reading mails, there are others who prefer to read blogs and white papers, or maybe even watch videos to make a purchase decision. Multi-channel campaigns will gain immense popularity in 2021.
Automation and data platforms will deliver a detailed and unified view of customer information and behavior. Sales and marketing teams will start taking CRM data management very seriously. Sales intelligence platforms will become more common for sales teams to have a 360-degree view of their prospects.
Technographic intelligence will gain popularity. Technology sellers have lately been struggling to reach the right decision-makers on the right channels to drive revenue and improve their sales pipeline. Technographic intelligence can answer questions like – What hardware or software are your prospects using? Are they using any of your competitors’ products? Can your product integrate with any of their products?
In a world of limitless touch points, sales teams will need some extra help to manage CRM and MAP data. Our data platforms SMARTe Discover and SMARTe Enrich offer a consolidated and accurate supply of customer data. This can facilitate multi-channel sales and marketing campaigns
To review your sales plans and strategies for 2021, talk to an expert today!