In sales, change cannot be avoided. However, the current pace of change is swift and constantly accelerating. As a result, new trends emerge quickly and dissipate just as fast. Here are six things that are changing. These are also 6 themes that we will be talking about at the Sales & Leads Summit this year, on Friday, June 9th, 2023.

Exponential Awareness Matters More than Ever

In the ever-evolving world of sales, we've seen a notable increase in the number of interactions with potential customers across various channels. In fact, research shows that 84% of sales professionals communicate with prospects through 2-4 different channels, such as email, social media, text, and live chat. This underscores the importance of adopting a multi-touch approach that will pave the way for meaningful relationships in the years ahead.

Water Your Own Grass

Often we focus on new customers for new revenue, when in reality our current customers can drive up to 30% more revenue when we sell into current accounts. We must remember that the sale is never done, and we need to nurture and date our current customers

Building trust with prospects became more crucial.

Automation is DEAD. Personalization Matters More Than Ever.

Are you tired of using the same sales pitch for every prospect? Well, I'm tired of listening to you.

It's time to switch it up because no two prospects are the same and everyone is using the same cold email scripts, automated tools, and out-of-the-box frameworks

By personalizing our approach based on each individual's goals, needs, and pain points, we can truly show that we understand their problems and offer real solutions. In fact, personalization is seen as the biggest change in the sales field this year. Don't be vague and miss the mark with a generic script.

Greater alignment between sales and marketing.

Poor collaboration between sales and marketing diminishes our company's success. In fact, 45% of sales professionals recognize the importance of aligning these two teams, but only 23% say they are "very aligned" at their company.

Companies with aligned teams see improved sales performance and customer satisfaction.

The best way to connect these dots is to connect your CRM and marketing automation platforms to leverage data, insights, and customer profiles to attract more of the best customers and nurture the ones we have.

Leveraging AI and Your CRM to its full potential.

Sales reps are constantly bombarded with new apps and gadgets promising to boost productivity, but only one technology stands the test of time - CRM software. According to a survey, a staggering 83% of sales professionals consider their CRM a crucial tool in the sales process. Why? Because it helps them stay on top of leads, neatly organize data in one place, and improve customer retention. That said, AI is proving to be the best sales enable tool of this year. It includes: finding contact information, writing better emails, appending data, sourcing multiple communication channels, and connecting champions by way of multithreaded communication.

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Best,

Samson

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