These technology trends are making it easier for sellers and buyers to get the information they need to decide if it makes sense to work together. Both sides of the equation used to waste a lot of time dancing with the wrong partner, often trying to force solutions due to lack of time (and the constant need to meet quotas). These trends allow both parties to spend that valuable time with the right partner.
- Artificial intelligence: AI is changing the way sales are made by enabling sales reps to automate routine follow-up tasks, collect data that predicts who your best prospects are, and make predictions about customer behavior based on past activity. AI can also quickly structure research papers that can be used as part of fulfilling what the customer wants to see before proceeding. If you don’t explore how AI (try ChatGPT for free) can help you sell more, you risk falling behind your sales peers.
- Distance Selling: With the advent of remote work, distance selling has become increasingly popular. Businesses use video conferencing, collaboration tools, and other technologies to connect with customers and close deals from anywhere. Because we had to, we found a way to sell without being personal. Oddly enough, in many cases when we couldn’t travel, our productivity increased because we could increase sales time and decrease travel time. Face-to-face contact still has its place, of course, but less time traveling and commuting can mean more time on the actual sale.
- Influencer Marketing: In influencer marketing, you partner with people who have a large following on social media to promote your products or services. Instead of running ads on a website or in a magazine, many pay to reach listeners of a person’s podcast. This is a new way to reach people, and since we’re still at the very early stages of the game, it’s still a steal compared to older channels.
- Chatbots and Conversational AI: Chatbots and conversational AI are becoming increasingly popular to connect with customers and provide quick and efficient answers to their questions and concerns. This is good for both parties, as potential customers are more likely to explore what you have to offer if they don’t have to commit to reaching out to a person. This also saves time for the sales rep as we’d rather start a conversation with someone who knows the basics and has decided to take the next step against a noob!
- Social Selling: Social selling involves using social media networks to engage with potential customers, build relationships, and ultimately close deals. Everyone in sales should have some kind of social presence. A podcast related to the area you sell in, a Twitter account, or a YouTube channel can explain how your product works. Even in today’s crowded online media landscape, if you stick to your niche and work to attract potential customers, there’s still plenty of room for your content.
Get on with the basics and what works for you (if it ain’t broke don’t fix it) but make sure you’re aware of the new things and decide what will help your sale could.
John Sterling is the Amazon bestselling author of “Sale for noobs‘ and CEO of NOOB school, an online resource for new salespeople. Previously, John helped build and sell Datastream for over $200 million. He has trained and hired hundreds of sales professionals worldwide. Subscribe to his Youtube channel for new sales content every week. https://noobschool.org
