Sales tools and trends that will help your business exceed your sales goals.
Sales tools and trends help B2B companies achieve their business goals and objectives more effectively. These tools and trends also help B2B companies engage with their customers in more meaningful ways, increasing sales leads.
Sales tools can help impact business goals positively when used correctly. The best way for a business to ensure they are meeting their business goals is to keep up with current and emerging trends in the business world. Many trends catch on are because they work incredibly well.
Trends Facing B2B Sales and Marketing in 2018
It is no surprise that artificial intelligence, automation, and machine learning are hot trends affecting companies right now. The marketing world is being transformed through email automation, higher quality data analytics, and AI-driven solutions. These new technologies are helping to bridge efficiency gaps and improving performance throughout companies. Marketing automation is also helping to assess and nurture customers throughout their entire buying journey more accurately and effectively.
Video content is a trend that continues to rise as customers demand richer content formats. Content marketing is growing and companies that wish to succeed in this area must establish high-quality content plus a healthy SEO framework. Personalization is also a growing trend with more and more customers expecting personalized content. Segmenting email lists and layering the segments with demographic data is an excellent way to ensure the right customers are receiving the right personalized content.
Account-based marketing allows B2B organizations to provide more authentic and responsive customer engagement, allowing companies to target high value accounts with highly personalized and relevant messaging. Facebook ads are also a popular trend due to their targeting capabilities and affordable costs.
Strategies to Drive B2B Sales Productivity
- Work with Technology
- Use Automation
- Social Selling
- Deliver the Right Content at the Right Time
- Always Measure Results
- Prioritize
- Communicate
- Collaborate
Technology is fueling new sales strategies and enabling productivity across organizations. Sales technology enables reps to acquire data and content when and where they need it. Tools alone do not deliver results; sales teams must actively embrace technology and incorporate it into their daily workflow. Automation allows sales reps to focus less time on busywork and more time on actively selling for the company to add value to prospects and advance deals. Social selling helps sales reps drive engaging and meaningful conversations with insights such as demographics. Sales reps must know which part of the sales funnel their prospects are in to send them the correct content at the best time. Reps can easily determine this with a sales enablement tool that can surface the best content based on prospect personas.
Sales Enablement Tools in B2B
- Lead Generation
- Data-Driven Decisions
- Closed-Loop Marketing
- Marketing Automation
- Lead Conversion Tracking
- Lead Management
- Lead Scoring
- Progressive Profiling
Generating qualified leads is essential to nurture sales opportunities. Lead management, lead scoring and progressive profiling help scale up marketing-to-sales efforts, allowing teams to focus on hitting sales goals. The best ways to attract and convert qualified leads is to build campaigns that improve customer retention, nurture leads with strategic communications and set strategic monthly goals. CRM software is an essential tool for gathering data that is useful to both sales and marketing teams. CRM software allows companies to manage and analyze customer interactions throughout the buying lifecycle to enhance relationships, convert leads, nurture sales and retain customers.
Sales tools are essential for B2B companies to meet and exceed their sales goals. Trends in sales are also helpful for companies to stay up-to-date with their customer’s needs and wants. When companies are up-to-date with current sales trends and tools, they are more successful in meeting business goals and objectives and engaging with their customers in the best way possible.
