Each new year brings new targets, new trends and if you’re lucky, new tech. We don’t need to remind you how much the past year has accelerated the rate of digital transformation in the martech world, and salestech is certainly no exception.
Salestech, you guessed it, is where sales and technology fuse together. Salestech solutions have the power to boost the efficiency of a sales team’s way of working and improve the effectiveness of their sales. And before you ask - no, this isn’t a dream, and yes, the tech really can do that – when paired with a capable sales team of course. It’s not wizardry.
From driving speed to lead, improving lead coverage to better understanding your prospective customer, here’s how the top 4 salestech trends of 2023 can serve as your sales team’s secret selling weapon.
No-code and low-code AI
No-code AI is a form of artificial intelligence that enables users to construct and deploy AI models without the need for coding. This is achieved through the use of drag-and-drop interfaces and other visual tools. No-code AI is an excellent option for sales representatives who wish to utilise AI but lack the coding skills or time to learn how to code.
On the other hand, low-code AI involves building and deploying AI models with some coding knowledge. This is done using code editors and other tools that make coding easier. Low-code AI is a good choice for sales reps who have some coding skills but prefer not to write extensive amounts of code.
Using both no-code and low-code AI in sales offers several benefits. These include increased productivity, as they automate tasks such as lead scoring and email outreach, freeing up time for sales reps to focus on strategic activities like building customer relationships. Personalised outreach is also possible through no-code and low-code AI by segmenting customers based on their interests and needs.
Furthermore, these AI technologies can enhance decision-making in sales by analysing data and identifying trends and patterns. They provide valuable insights for sales reps to allocate resources effectively and improve their sales processes.
Overall, no-code and low-code AI are powerful tools that can help sales reps improve productivity, personalise outreach, and make better decisions. As these technologies continue to evolve, we can expect to see further innovative applications of AI in sales.
Here are a few examples of how no-code and low-code AI are being used in sales today:
- Lead scoring: AI can score leads based on their likelihood to convert, allowing sales reps to prioritise their outreach efforts on the most promising leads.
- Email outreach: AI can personalise email outreach by addressing recipients by name, using relevant keywords, and suggesting products or services they might be interested in.
- Customer segmentation: AI can segment customers based on their interests, needs, and purchase history, helping sales reps to target their outreach more effectively.
- Data analysis: AI can analyse data to identify trends and patterns, assisting sales reps in making better decisions on resource allocation and sales process improvements.
Video Selling
Another trend we see playing out in salestech is video selling.
In a recent survey conducted by Forrester, 40% of B2B reps reported that they plan to modify their tactics to adapt to remote selling activities. Traditionally limited to email, phone calls, and screen–sharing interactions, sellers will look for more dynamic ways to earn buyers’ attention.
Now you’ve identified your high-value accounts with a little help from your salestech, it’s time to reach out. It’s a competitive world out there for a sales rep and it’s no easy job ensuring your pitch stands out.
That’s where the up-and-coming salestech trend of video selling comes in. Last year HubSpot listed video prospecting as the number 1 skill every sales development rep needs to master. We’re not saying sales reps need to become the next DiCaprio. Customers won’t be looking for an Oscar winning performance. A short, engaging clip – no more than 2 minutes long to introduce themselves and deliver value with a quick tip and request to schedule a call should do the trick.
Video pitches and presentations can effectively communicate a message in a memorable way that is easily consumed by the customer. As video is becoming the preferred content consumption format, video is also becoming one of the fastest growing sales enablement tools on the market.
It could be time to start rehearsing the acceptance speech after all.
Social Selling
Social selling is another salestech trend also on the rise that can be harnessed for a successful ABM campaign. In fact, researching and engaging with potential customers on social platforms is becoming a common practice for sales reps.
Tools such as LinkedIn Sales Navigator provides company news, information, organisation structure and account activity. In fact, LinkedIn's State of Sales Report Pocket Guide reported that over 59% of sales reps use Facebook and LinkedIn to connect with prospects and close deals. And according to LinkedIn, 62% of B2B customers respond to salespeople who connect by sharing content and insights that are relevant to the buyer.
Whether it be connecting, commenting, liking, or sharing potential customers activity, sales reps can create meaningful relationships and increase their credibility on a personal level.
However, with several automation tools on the market it’s important to stay clear of spray and pray connections and smash and bash posts. Focus on keeping an authentic human element to your daily interactions and personalisation is the key.
Conversational Marketing & Sales
Our fourth and final salestech trend is conversational & marketing sales. Salestech solutions such as live chat and chatbot software can produce meaningful conversations with customers at different points in their buying journey – in real time.
This is great news for the customer as they can receive a response in seconds and even better news for the sales team as they can stop dedicating huge amounts of time sending similar responses to queues of customers.
According to Kayako, 79% of companies say that live chat has had positive results for customer loyalty, sales, and revenue.
And the story doesn’t have to stop there. The secret to customer experience success in this instance, lies within intelligent conversational solutions which can call an appropriate salesperson to take control of the conversation if the query is more complex and unable to be resolved by the automated responses programmed into the tech.
While customers won’t thank you for a long wait time when they need assistance, they won’t appreciate feeling fobbed off to an automated response if that doesn’t solve their issue. Luckily, there are several salestech solutions out there that are tailor made to deliver the best of both worlds.
In today’s digital world with increasing customer demands and increasing competition, the working life of a salesperson can quite easily spiral into a pretty stressful scenario.
But with the assistance of a couple of streamlined salestech solutions under their sleeves, it just might serve as the assistance your sales team needs to enable a more efficient and more effective way of working.
Remote Selling
Remote selling involves leveraging technology to enable sales representatives to sell to customers from a distance. This can be accomplished through various channels, including video conferencing, telephone calls, and email. Remote selling offers several advantages, including:
Expanded reach: Remote selling empowers sales reps to connect with a wider audience compared to exclusive in-person meetings.
This is made possible by conducting remote selling activities from anywhere in the world, at any time. Enhanced efficiency: Remote selling can be more efficient than traditional sales methods as it eliminates the need for travel.
This saves sales reps valuable time and resources, which can be redirected towards other aspects of the sales process. Improved customer experience: Remote selling provides customers with a more convenient experience when compared to traditional methods. Interacting with sales reps from the comfort of their homes or offices fosters a sense of ease, potentially leading to increased sales.
However, remote selling also poses challenges, including:
- Building relationships: Establishing strong customer relationships can be more challenging without the opportunity for face-to-face meetings. Remote selling lacks the personal touch often associated with traditional methods.
- Providing support: Offering comprehensive support to customers becomes more demanding without in-person interaction. Remote sales reps may face limitations in fully understanding customer needs or addressing their concerns.
- Managing expectations: Managing customer expectations is crucial in remote selling. Customers may have unrealistic assumptions about the potential outcomes achievable through remote selling.
Overall, remote selling is a powerful tool that enables sales reps to reach a broader audience and close deals more efficiently. However, it is vital to acknowledge and tackle the challenges associated with remote selling.
Here are some tips for successful remote selling:
- Organisation and preparedness: Prior to a remote selling call, ensure that you are well-organised and adequately prepared. This includes having all the necessary materials readily available and possessing comprehensive knowledge of your product or service.
- Maintaining professionalism: Even though you are not physically meeting customers, it remains vital to maintain professionalism throughout the remote selling process. This encompasses dressing appropriately, being punctual for calls, and respecting the customer's time.
- Building rapport: Despite the absence of face-to-face interaction, building rapport remains crucial. Ask pertinent questions, actively listen, and demonstrate empathy to establish a meaningful connection with the customer.
- Follow-up: After a call, make sure to follow up with the customer. This demonstrates your continued interest in their business and reinforces your commitment to providing excellent service.
Hungry for more salestech? Check out our What, Why, How Guide of Salestech. We cover why you should sit up and listen to salestech, the categories that make up the Salestech Landscape, recommendations for using salestch right and so much more you wouldn’t believe!
And the best part? We’ve put all that lovely info into an even lovelier eBook that you can download and read to your heart’s content.