Here are 4 sales trends we expect to see in 2017:
1 STRONG ALIGNMENT BETWEEN SALES & MARKETING
Sales and marketing are a very effective team when they work together. We predict that in 2017, the alignment of the two will become more widespread.
Both departments will actively work together towards common goals. Their actions will complement one another’s to deliver the highest quality leads and to close more deals in less time.
2 INCREASED USE OF SALES TECHNOLOGY
Advances in areas such as artificial intelligence, virtual reality and robotics are beginning to change our daily lives. Businesses and sales departments won’t be left behind.
In 2016, 29% of salespeople spent an hour or longer on data entry and other manual tasks. With the growth in sales technology, this time will considerably decrease and more time will be spent nurturing relationships with leads.
3 THE NATURE OF CONTENT WILL CHANGE
When we speak about ‘content’, it’s usually blogs, eBooks, white papers, etc. that come to mind. This traditional, text-based content will still be useful and effective. But, we may be in for a change when it comes to the way content is delivered to prospects.
An estimated 80% of traffic in the internet will be due to videos by 2019, which means that visual content is on the rise. Not only does it pull more traffic, it boosts better retention rates than text-based content. Research shows that videos are the form of content most likely to receive close attention, which is a fact that salespeople will have to take into consideration when working together with their marketing teams.
4 ANALYTICS WILL BECOME MORE WIDELY USED
It’s easy to dismiss analytics and assume that it doesn’t have much to offer you as a salesperson. The truth is completely the opposite. The information you can obtain from using analytics software can drastically boost your sales performance. Learning about customers’ ages, locations, salary, etc. give you several attributes which you can use for better targeting.
When used well, analytics give you an overview of your customers’ decision-making process. It shows you where your sales techniques are working and where they can be improved.