5 trends that will shape B2B sales in the coming years
Posted: Sun Jan 26, 2025 8:56 am
New B2B sales strategies are packed with opportunities for those who pay attention to the do’s and don’ts. These include the use of digital technologies, artificial intelligence, smart metrics management, and more.
Let's take a look at what sales process trends we should consider implementing to stay ahead in the B2B market over the next few years.
1. CRM for the sales process
Using a CRM for the entire sales process , including prospecting, will be key this decade. A platform for Customer Relationship Management gives us benefits such as the following:
By being able to collect specific data on each customer during their rcs data lebanon through the sales funnel, we will be able to recognize better sales opportunities and also which strategies to implement at what time.
A CRM helps with the implementation of automated marketing strategies, such as lead scoring (assigning scores based on interest in our service) or lead nurturing (offering valuable content based on the different stages of the purchasing journey).
2. Social networks
Within the spectrum of decision-makers, it is common to find more and more millennials, so much so that 60% of them consider themselves entrepreneurs . This generation is characterized by having experienced digital disruption and, unlike the generation that precedes it, it has particular habits, such as the use of social networks.
A trend in B2B sales strategies will be to expand the way of reaching decision makers through social networks, using technologies such as machine learning to identify them. While platforms such as Facebook or Instagram have the option of segmenting audiences for ads based on their interests, there are other alternatives such as LinkedIn Sales Navigator that are even more coherent for this type of strategy.
3. Value creation and consultative B2B sales
The creation of value in companies is a trend that has been emerging for some time. Partly due to the complexity and the number of variables involved in B2B purchasing decisions, people today prefer to avoid aggressive sales strategies, preferring those companies that help them solve their problems .
This is precisely the creation of value: changing the focus from purely transactional strategies to a more consultative sales methodology , in which the seller also acts as a consultant, accompanying and listening to the client during the sales process.
Let's take a look at what sales process trends we should consider implementing to stay ahead in the B2B market over the next few years.
1. CRM for the sales process
Using a CRM for the entire sales process , including prospecting, will be key this decade. A platform for Customer Relationship Management gives us benefits such as the following:
By being able to collect specific data on each customer during their rcs data lebanon through the sales funnel, we will be able to recognize better sales opportunities and also which strategies to implement at what time.
A CRM helps with the implementation of automated marketing strategies, such as lead scoring (assigning scores based on interest in our service) or lead nurturing (offering valuable content based on the different stages of the purchasing journey).
2. Social networks
Within the spectrum of decision-makers, it is common to find more and more millennials, so much so that 60% of them consider themselves entrepreneurs . This generation is characterized by having experienced digital disruption and, unlike the generation that precedes it, it has particular habits, such as the use of social networks.
A trend in B2B sales strategies will be to expand the way of reaching decision makers through social networks, using technologies such as machine learning to identify them. While platforms such as Facebook or Instagram have the option of segmenting audiences for ads based on their interests, there are other alternatives such as LinkedIn Sales Navigator that are even more coherent for this type of strategy.
3. Value creation and consultative B2B sales
The creation of value in companies is a trend that has been emerging for some time. Partly due to the complexity and the number of variables involved in B2B purchasing decisions, people today prefer to avoid aggressive sales strategies, preferring those companies that help them solve their problems .
This is precisely the creation of value: changing the focus from purely transactional strategies to a more consultative sales methodology , in which the seller also acts as a consultant, accompanying and listening to the client during the sales process.