Information is the name of the game, and we're not talking about data for the sake of data. Sales softwareOpens in a new window will make it easier to parse large amounts of data and provide actionable insights that will drive B2B sales success. Over the next few years, the advances made in capturing and surfacing data will grow exponentially. Companies that make data-driven decision-making a central part of their sales efforts will reap significant benefits, enabling them to grow their business and stave off the competition.
Account-based selling
Account-based sellingOpens in a new window will become increasingly important for B2B selling. Teams will curate content and pitches designed for specific enterprise companies, which will require close coordination with marketing departments and powerful software that provide real-time insights.
Personalized experiences
In the B2C world, customers increasingly demand personalized america phone number list experiences. They want content, product suggestions, and more tailored to them. That same desire will be seen in the B2B arena. Sales professionals will no longer be able to share the same old presentation with every prospect. In other words, one-size-fits-all sales materials will pass out of fashion, replaced with content that speaks directly to potential clients.
Social selling
While B2B sales reps will always work prospects in the pipeline and make cold callsOpens in a new window, we'll see social media efforts gain greater importance. Sales reps will use social media to share content, publicly answer product questions, and network.
B2B Sales Tools
Without sales tools, it’s impossible not to get bogged down in manual B2B activities and complex processes. But the right tools can help you sell faster, smarter, and more efficiently. Here’s a look at a few essential sales tools and how they can support you:
Customer relationship management (CRM) tools, like Sales Cloud, put all your communication data into one place, so it’s easier to keep track of where you are in the sales process.
Sales Analytics can help you predict business outcomes with confidence by tracking B2B sales performance in real time and forecasting future results. By integrating with your CRM, analytics can track any activities associated with a sale. You can then use insights from your analytics to understand the health of your pipeline and close deals faster.
Sales AI can integrate with your CRM to automate the sales process, identify areas for improvement, and build strong relationships with prospective clients — all without manual input.
Grow your B2B sales knowledge and skills
The key to selling B2B products and services is to think of the process holistically and work to improve your approach over time. Because B2B selling is complex, there are many opportunities to improve, from understanding your company’s products and services to testing new sales tools to improve your processes. In the end, though, it’s all about building trust with decision-makers, so don’t forget to build strong relationships.