Trends are always changing and in the last few years, global events have had a strong influence on all industries and shaped today’s trends. Whether it’s the legacy of the Covid-19 pandemic or the booming use of artificial intelligence, the world of sales is changing fast. To make sure that you stay ahead of the game, we are bringing you the 5 big Sales Trends for 2024. Keep on reading to find out what they are!
1. Customers are researching more than ever before
In today’s day and age, it’s so easy to find answers to your questions. So researching what the product is and what all of the options are is a new norm and something that everyone is doing even for small purchases. Because of this, sales reps need to ensure that they are conveying the value of your product rather than simply giving a description of your product's features. People will likely already know what your product or service is. However, what they don’t know is why should they choose your product or service, and what you offer over your competitors.
2. Customer Success
We touched a bit on this in our customer service metrics blog and sales funnel report blog but if you don’t know let us repeat one more time: Customer Success is half of the work! People are now caring more than ever about having an excellent customer experience whether it is the first time they are getting in touch with the company or with a long-standing Customer Service Manager. Sending emails and asking how are they liking the product, sending emails about future offers, and having meetings where you can check if your customers are getting the desired value from your product or service.
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3. Account-based sales (ABS)
One rapidly developing trend in the sales world is increasing the personalization of your sales efforts. Personalizing your sales will enable you to tailor your offering and ensure that prospects fall in love with your product. One popular way of adding personalization to your sales strategy is through the ABS method. ABS is a method in which you will be targeting companies, in this case, accounts as a whole. Companies that sell B2B and close high-value deals with large companies would benefit the most from the ABS method.
The ABS method works by dividing responsibility in your company. More specifically you make multiple departments in your company responsible for a stakeholder in the targeted company. This is compared to a more traditional method of having one sales rep from your company communicate with one person from your target company until the deal is closed. The traditional method has many cons such as other stakeholders shutting down a deal because they don’t understand its value. Whereas, with the ABS method, each department brings its expertise and knowledge of the value of the deal so situations like this are avoided.
4. More focus on social selling
Social selling is a tactic that can help you reach your sales targets. It works by using your company’s social media to connect with prospects, once the connection is made you can engage with potential leads. You would think that by now everyone knows about the power and importance of social media. However, when you look at many companies social media presence it quickly becomes very clear that some businesses are not getting the full potential out of this. We already touched on t how people are researching more before they buy and there is a chance of them looking at your social media for more inspiration and information. Here are some further benefits of social selling:
- Marketing is cheaper: Using social media, such as LinkedIn’s Social Selling Index is a free way of accessing your prospects.
- Become an industry leader: Having high engagement, a big number of followers, and other social signals will help you convince your leads that you are a trustworthy company.
5. Data-driven decisions
In 2024, you are likely dealing with an overwhelming amount of data. However, by starting to organize this and visualize it correctly then you can easily use data to your advantage. As soon as you know what data is valuable to you, you are automatically one step ahead. Based on the data you have you can identify current and future trends, and forecast more accurate predictions. Here at Plecto, we emphasize the value of having a data-driven culture in your company so check out the Plecto blog for more on data-driven culture and continue reading to find out how Plecto can be a solution for your data problems.
Data-driven decisions and Plecto
Plecto is all about having data-driven culture and making data-driven decisions. In order to help you with that we made real-time dashboards that allow you to showcase your data and KPIs with aesthetic and modern design, and automated reports that will update themselves as soon as there is new data. We also believe that data can be used to motivate your team that’s why we created a gamification tool so you can make your KPIs more fun and motivating.
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