Sales has undergone significant transformation driven by technological advances, and a general shift in attitudes regarding how customers make purchasing decisions.
- Digital Transformation
The shift toward remote and digital interactions has become a reality for many companies, significantly accelerated by the COVID-19 pandemic. This change appears to be a lasting one, with hybrid positions experiencing rapid growth and emerging as a vital sales channel. For salespeople to succeed in this evolving landscape, they must become proficient in both remote and in-person selling. This requires learning to determine the most effective interaction type for various contexts and stages in the customer journey.
- AI-Powered Sales
AI-powered technologies will rapidly become every salesperson’s digital assistant. Generative AI helps copywriters draft content and computer programmers write code, boosting productivity. It can do the same for salespeople. AI is already making customer self-service more powerful, and inside sales more potent. Consumers are increasingly using digital technology to research products and services on their own. Even in complex sales, AI plays an increasing role, taking on tasks such as lead generation and prioritization, product information sharing and configuring, and order placement.
- Emerging Channel
Leading companies are building innovative channels to capture revenue from unexpected places. One frequently used model is influencer marketing—which asks users to help sell a product by recommending it to their leadership and colleagues. Companies can harness this power by offering clear incentives to referrers, and by designing marketing events, microsites, and other experiences to intrigue industry influencers.
On the other hand, to increase the company’s credibility, they choose a website as an alternative channel. Without a website, people may question your legitimacy as a business.
- Community
Sales grew as companies recognized the value of customer-driven communities. Community platforms allow buyers to interact, share experiences, and solve problems without direct intervention from sellers. Successful communities operate as independent ecosystems, where genuine customer opinions shape perceptions of a brand’s products or services. Additionally, the community creates better customer experiences, increases customer engagement, grows customer retention, and drives product innovation.
- Content Marketing
Content marketing is one of the best examples of a digital touch point that honors your prospect’s time while still providing value to the sales process. Today’s consumers want to research a product before they buy, and with quality content marketing materials, you can provide informative, helpful information that eases the purchasing decision. The more high-value content you provide, the more trustworthy your brand will appear, and the more likely you are to make the sale. Content marketing seeks to position the brand as a helpful resource during the problem-solving process. Case studies, infographics and blog posts can all go a long way in strengthening your position with your prospects.
