The success of any business lies in its ability to forecast changes in the market and prepare for good management and successful business planning for the future.
Ultimately, this can be achieved by adapting businesses to digital transformation by implementing new technologies in their workflows.
That’s why we want to show you the 6 key trends that will make you keep up with the demands of today’s market and, as a result, your company’s sales will skyrocket. Are you eager to find out what they are?
Continue to the end!
1.- Artificial Intelligence in the Sales Process
Artificial Intelligence – AI – has dramatically changed the business landscape and is gaining ground by leaps and bounds in the sales and marketing process where, according to McKinsey, According to McKinsey, 40% of the sales tasks performed by sales rep sales rep could already be automated.
Undoubtedly, AI in sales helps to extract potential customers, key data from them and contributes in projecting trends to be used by sales to improve their productivity. sales can use to improve their productivity.
Added to this, what makes artificial intelligence the first item on our list, the secret weapon of sales, is the ability for predictive analytics.
This technique can help leverage customer intent data and insights into their behavior and needs to focus on delivering a better experience based on their recorded preferences.
There are some specific advantages of Artificial Intelligence that can be extremely beneficial in improving the sales ratio, including:
- Increased efficiency.
- Improved customer experience.
- Lead generation.
- Reduction of the error rate.
And, it is that, 75% of buyers expect companies to anticipate their needs and make relevant suggestions before the first contact.
2.-CRM and customization
CRM – Customer Relationship ManagementCustomer Relationship Management– is becoming more and more relevant due to its function of collecting data from various business sources.
Integrates sales, marketing, customer service and social media information, allowing sales to access data from a centralized location.
In today’s ecosystem, it has moved beyond being more than a glorified organizer or spreadsheet replacement; the CRM market potential is projected to be $82 billion by 2025 and growing at 12% annually. 82 billion market potential by 2025 and growing at 12% annuallyaccording to Seeking Alpha.
The modern customer profile uses more than two digital devices. This brings a unique advantage for sales and marketing: leverage information that gives a 360-degree view of their behavior and the scope of hyper-personalization. All this thanks to digital tools and cutting-edge strategies such as, for example, the creation of highly personalized and humanized videos to increase the sales ratio with Hippo Video.
In fact, 79% of companies that exceeded revenue targets have a documented personalization strategy..
3.-Account-based marketing
Account-based Marketing or “Account-based Marketing“Account-based marketing (ABM) has been around for a few years, but is projected to become a trend due to the alignment of sales and marketing efforts.
When both departments agree to work together to use a spear instead of the net, the fish they are forced to catch will be heavier.
ABM’s most significant success, in addition to identifying the best-fit accounts, is having these sectors within the same workflow; it becomes a cooperative alliance to reach a common goal.
With an ABM based on state-of-the-art technologies, both the sales rep sales rep and marketers will be able to deliver messages that will attract target accounts that the former will strive to convert, using Hippo Video’s disruptive technologies, with the generation of audiovisual content and hyper-personalized websites.
That said, sales-based marketing has the following benefits for sales teams:
- Expedited sales processes.
- Reduces customer churn by increasing the loyalty of existing customers.
- Shorter sales cycle.
According to Forrester Research, less than 1% of leads convert to customers, demonstrating the sense of urgency to invest in the funnel and, according to the same report, most companies have gone 2.0 from 1.0 on the B2B maturity curve using ABM, most companies have moved to 2.0 from 1.0 on the B2B maturity curve using ABM, thus improving their conversion rate.
ABM = B2B. A simple formula!
4.-Audiovisual contents
Did you know? Today, 87% of marketing and sales teams use video on a regular basis, up from just 67% in 2017. A surprising fact, isn’t it?
Videos have crossed the barriers of time zone and distance; to some extent, even language – nonverbal communication plays a leading role – and impersonal messages, such as emails that lack personalization, making them a golden ticket for sales rep.
Audiovisual content is now considered a crucial touch point in a sales cadence along with email, phone calls and direct contact coming from a landing page, for example.
Sales reps can record and share videos across multiple platforms such as Klensy, Salesforce, Gmail, LinkedIn messages and social networks; Cisco’s Visual Networking Index forecasts that by 2022, video will account for 82% of all Internet traffic.
5.- Automation of tasks
According to a survey by Salesforce, salespeople spend 34% of their time selling, while the majority of their day is spent on other repetitive and menial tasks.
However, this trend has taken a major turn thanks to the software automation software for tasks that are continuous, laborious and time-consuming.
On a typical day, non-sales activities, such as entering data into systems, searching for contacts through e-mails and other administrative tasks, could be automated to free up the workload of sales reps and help them focus on sales.
6.-Sales qualification
Losing sales enablement or “Sales Enablement”, can cost us business; all the trends we have discussed so far rest on this point.
The role of sales enablement in the coming years will not be limited to bringing SDRs up to speed with the processes and training to meet the challenges of the changing business landscape.
It also involves developing the best tools and strategies that can help the customer:
- Choose to understand your decision-making behavior.
- Integrate your sales and marketing departments.
- Improve situational fluency.
- Be flexible to master any scenario with digital tools to cope with changing market demands.
If you want to optimize the workflow of your sales team, fill out the form and our consultants will contact you to provide a solution tailored to your needs.
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