DONT IGNORE THESE

TOP TRENDS IN
TECHNOLOGY
SALES...
The mere desire to sell is not
sufficient to succeed in closing
B2B technology sales.

The fact is that less than 1

percent1 of leads convert into
paying customers.

- Reason enough to be aware of the most promising sales trends and

strategize so that budgets are not wasted on obsolete frameworks.

1.
4 HERE ARE
KEY TRENDS IN TECHNOLOGY SALES
YOU MUST MAKE A NOTE OF:

RISE IN DIGITAL CUSTOMER JOURNEYS

2020 has brought about a sharp shift in focus from

traditional, offline sales pursuits to online, digital
strategies - further accelerated by the COVID-19 pan-
demic. Statistically speaking,
as high as 90 percent2
of sales pursuits today have
turned to virtual techniques,
which are now being
considered equally or more
effective than the erstwhile
offline methods.

In essence, mundane cold calling, wine & dine &

hospitality events have been finding their successors in -

Online meetings Social selling Aggressive

& events attempts content marketing

2. GREATER THRUST ON PERSONALIZATION

With the rise in digital, the present time is witnessing a

significant rise in personalization - something that was limited to a mere
“Dear [Insert Name]” prescription in earlier written outreaches.

Today, as many
as 69 percent3 of buyers
are willing to
pay much more for
a greater personalized
experience.

This is finding expression in the following forms -

Provision of exclusive Maintaining tab of every Extending customers the

promotions and product customer’s purchase freedom of choosing the
recommendations history and past type of inward
designed for individual correspondence and communication they
customers retrieving it during receive along with its
every direct contact frequency

3. BUILDING CONTINUOUSLY POSITIVE CUSTOMER EXPERIENCES

In order to sustain the largest revenue quantum coming from
repeat customers, tech sales strategies are now majorly
focusing on building reciprocal love from existing customers.

As a fact, consumers today don’t care

if 74 percent4 of the brands they use vanished.

Hence to avoid this blunder, the

following tactics are being leveraged extensively -

Resolving customer
Displaying flexibility and Surprising customers with
complaints promptly – preferably
promptness in refund and complimentary upgrades,
in less than an hour leveraging
cancelations event invites and more
new age tools such as bots!

4. HEAVY RELIANCE ON DATA-DRIVEN INTELLIGENCE

Companies are no longer just recording data, but also churning it

effectively to reveal intelligent insights to guide their actions.

Research from Forrester

documents the robust
ability of data analytics
and machine learning to
amplify results in
sales and marketing.

In essence, data in technology sales is being leveraged to -

Determine what content is Match leads with the most

most effective at different compatible sales representatives
stages of the sales cycle using data tools for improved
conversion chances

Calculate lead scores to Build strategies for increasing

determine the ideal order to conversions, revenue, and customer
target different customers lifetime value

1
Forrester Research
2
McKinsey
3
SuperOffice

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