5 Key Sales Trends for 2022
I would happily stand there. Why? As a result of turbulent change and market volatility, the sales landscape is evolving, but there are always opportunities if you know where to look. So far this year, I have had the pleasure of meeting 16 business leaders and five key sales trends for 2022 are already taking shape.
Trend 1: Buyers are more informed.
As buyers are becoming better informed, we are seeing an interesting trend – the role of the seller is changing. We are often asked that because of technology and increased B2B marketing spend, you don’t “need salespeople”. For me, this is a bit of a myth. Instead, salespeople are needed, and they need to be better informed of the value their offer delivers, and how this differentiates from the competition.
Trend 2: Finding the right salespeople is hard.
Expect to pay top dollar!!! A quick look on LinkedIn will tell you that salespeople are demanding ever-increasing and mouth-watering bases, OTEs and equity stakes. We speak to a lot of recruiters and the general consensus is that it’s hard to find salespeople – and it’s even harder to find the quality people.
Trend 3: Embrace AI technology & digital sales.
As an experienced sales leader, this is an area I have come to feel really passionate about. As a team, we have invested time and money into leveraging technology. Why? Our rationale is that it helps our clients to hyper-scale. Each day, we can reach new clients, leverage big data and ensure we learn from the conversational intelligence we’ve been able to draw from our engagements.
Trend 4: Bring your teams closer together throughout the customer journey.
Sales and marketing integration – nothing new there. We are, however, seeing increased alignment with target buyer personas and the journeys they are making. By designing a marketing content strategy alongside the business development team ensures the best traction with buyers and translating this into faster-growing pipelines.
Trend 5: Outsource more of the sales process.
Sales can be hard to master. A growing trend we’ve seen is towards consuming the services of specialist sales companies and paying for the outcome of leads generation or pipeline closing.
Hiring specialists to develop the sales and marketing strategy and methodology, to leverage automation technology, and to manage demand is our forecasted trend for 2022.
Need to accelerate sales for your business? Get in touch to speak to our team today.
