First of all, it is important to understand that the B2B sales journey is in full evolution. While several trends were accelerated during the pandemic, with the Internet of Things (IoT), augmented reality (AR), artificial intelligence (AI) and Web3, much will still change.
Therefore, understanding this new world and how it affects B2B sales is essential for companies of all sectors and sizes. And one of the main factors is knowing how to use technology to win over customers in the virtual environment.
Thinking about understanding new forms of consumption, LinkedIn Sales Solutions carried out the research " Sales Scenario in Brazil 2022 " and pointed out some trends in the ways of selling and buying online.
For example, 74% of B2B sales professionals believe that the purchase decision has been made easier by the mass adoption of remote work. In fact, more than half of them (56%) said they have closed deals worth more than US$100,000 (R$523,000) without ever meeting the customer in person.
With significant results due to technology, 63% of them had already decided, in 2021, to further increase the use of technology to expand their sales base and boost results.
Four B2B Sales Trends to Fearlessly Use in 2023
On the other hand, the use of data to increasingly morocco whatsapp data understand the profile of B2B consumers and create personalized strategies has become an obligation for those who do not want to lose competitiveness.
Even with the most complex purchasing journey, it is necessary to understand how to generate trust in the virtual environment. And, thus, go beyond the quality of the product or service offered, positively influencing decision-making.
Therefore, there are at least four B2B sales trends that should be used without fear in 2023 and that promise to make all the difference in your company's results.
1 - Adaptability and buyer-centric orientation
B2B sales need to adapt their strategies and reallocate resources towards a buyer-centric orientation and hyper-automated digital engagement.
Salespeople must achieve greater scalability by converging data, people skills, and artificial intelligence tools to more efficiently align B2B sales processes and channels with customers.