SALES AFTER 2020’S DISRUPTION
2020 has been a disruptive year for businesses all over the world. Although the full implications of this year’s events are still far from certain, the economic consequences are already clearly dire. With that, it is vital to know what lies beyond 2020.
If you’re one of the sales leaders contemplating how to react after this, you only need to remember two things: your employees and your customers. Both elements of your business that must be given priority at all times. Even as you manage that reality, you also need to adjust how your organization will sell in the event of new customer habits and trying economic times.
In a lot of ways, customer behavior changes are an acceleration of digital marketing and sales trends that were already in motion before the disruption hit. Experts believe that the world has reached a digital inflection point. This is where B2B sales operations are moving forward and will look different from what they were prior to the pandemic.
With that, it is also perceived that there will be plenty of changes with sales after 2020’s disruption. Here are some of the trends we expect to see in 2021.
A Major Shift in Spending
With the obvious and grim economic signals, it is expected that there’ll be more drastic reductions in your customer’s spending habits. However, there is a sizable number of customers that are more likely to maintain or even increase it, at least for now.
More people are likely to spend on pharma, medical products, technology, and media. On the other hand, people will most likely spend less on travel and global energy. Customers will most likely spend on value and essentials.
For most businesses, this may sound a bit scary. But building customer loyalty can still be an effective strategy for your business. So, continue to optimize your customer loyalty building strategies as they are still helpful and beneficial for you and your business.
Shifting to Digital Means
The importance of digital channels has radically increased since the global pandemic has started. While the shift of digital interactions has been in motion since pre-pandemic times, the expedition is a result of the sudden changes in customer behavior and their spending patterns. This can be challenging for most businesses.
With this shift, it is vital to improve your buyer’s customer experience. If there are things that need adjusting within your sales process and overall business cycle, then the time for the shift is nigh. If not, your business will definitely fall behind.
Improve your self-service options like your websites and social media channels through means of SAAS (Software as a service). Make sure that buyers can find information easily, compare options, make purchases seamlessly, and receive service with less waiting time. Always think like a customer and implement optimised processes accordingly.
Shift to Remote Selling
This can also mean that there will be a shift in selling, too. From face-to-face selling there will be a shift to digital selling. And it is important for companies to use their digital channels to boost their internal sales and services capability. You can do this by equipping your sales reps with digital tools, train teams to run customer meetings and create digitally-enablement strategies to help your team use new tools and deal with customer queries.
You also need to prioritize your pipeline and provide information to your sales reps. You can do this by hosting dedicated time slots for customer relationship management (CRM) sessions and mine for leads to follow-up on your prospects. Personalize, prioritize, and close your deals with traditional and digital means of selling to your customers.
The world of sales after 2020’s disruption might look like a hurdle that seems unpassable, but it’s a future to look forward to. As you prepare for what’s next, equip yourself with the right digital tool for your business. With that, you might want to consider Saphyte as your partner.
Saphyte is a cloud-based CRM software built to streamline your corporate and sales activities and integrate them into a single platform. Saphyte is built with Sales and Marketing modules designed to improve your business’s efficiency and effectiveness. The software can help you manage your customer data, conduct marketing tactics and strategies, and identify opportunities for the long haul.