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Sales Trends to Watch Out for in 2017

2016 and Q4 are quickly coming to an end, paving the way for a new year with all new quarters. Sales is a constantly changing field and 2017 is sure to bring a few changes. So, where do we see the new year heading? Here are a few trends that have been growing and we think they’ll just keep getting bigger.

Timeliness

Time is always of the essence when it comes to sales but being timely is becoming more and more important. Are reps reacting quickly enough to customers that engage with you? If you are too slow with your response, it is likely that it will cause your customers to make decisions that will impact you negatively. If a customer schedules a demo through a form on your site or calls then you should be reacting immediately to set a date and time with them.

Human Interaction

Computers are capable of doing oodles for us but don’t let them cause you to stray from human interactions. Be careful not to over-automate your interactions with customers. Everyone is expecting an automated email every once in awhile but you should limit the amount you use so that your customers know that they are still worth your time. In addition to avoiding too many automated encounters, you should make sure that their interactions with actual people at your company aren’t over scripted as well. If your SDRs are using an obvious script it can lead your potential customers to feel like just another number.

Automation

Sales automation software is typically an application that allows you to customize tools to automate aspects of your sales cycle. Using a sales automation software can allow you to cut out some crucial, yet time-consuming, tasks and instead gives you more time to focus on other aspects of selling.

Over automation in regards to interactions can be an issue, but automation is still a powerful tool that is growing more popular. There is, after all, only so much time in a single day. Inbound marketing and sales are becoming more and more of a standard so the more you can automate the better. In order to keep your human interactions up to par, you should decide which interactions are most crucial to be natural. When it comes to something like an SDRs call script it is crucial that they devote time to making their message seem as natural and genuine as possible.

Inbound sales

Inbound sales is a selling technique where you focus on the specific needs of your individual customers. By using this technique you are placing the needs of your customer or lead before your own allowing them to feel important and prioritized. Inbound sales is a successful technique because it builds off of personal connections you make with contacts. By creating content and answering your lead’s direct questions, you are able to demonstrate to them just how your product will play into their lives.

Social Selling

Social media is a huge part of our lives already so it would make sense that social selling is on the rise. Social selling is relatively simplistic to implement and can be made to work with any size budget. Twitter and LinkedIn are two huge platforms that can be used to connect with potential leads. Instagram and Pinterest are also viable options for social selling. By engaging with a lead through social media, you’re breaking down some of the barriers between you and your lead which paves the way for inbound sales and marketing efforts.

What trends do you expect to see rise in 2017?

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December 19, 2016
by
Caitlin Glasscock
in
Sales Culture

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