These tech trends make it easier for the seller and the buyer to get the information needed to decide whether it makes sense to work together. In the old days, both sides of the equation wasted a lot of time dancing with the wrong partner and, because of a lack of time (and the constant need to hit quotas), often tried to force-fit solutions. These trends allow for both parties to spend that quality time with the right partner.
- Artificial intelligence: AI is transforming the way sales are made by enabling salespeople to automate routine follow up tasks, gather data predicting who your best prospects are and make predictions about customer behavior based on past activities. AI can also quickly structure research papers that can be used as part of fulfilling what the customer wants to see before going forward. If you are not exploring how AI (try free ChatGPT) can help you sell more, you are in danger of falling behind your selling peers.
- Remote selling: With the rise of remote work, remote selling has become increasingly popular. Companies are using video conferencing, collaboration tools and other technology to connect with customers and close deals from anywhere. Because we had to, we figured out a way to sell without being in person. Oddly enough, when we could not travel, in many cases our productivity increased because we could increase selling time and decrease travel time. In person still has its place, of course, but less time spent traveling and commuting can mean more time for actual sales.
- Influencer marketing: Influencer marketing involves partnering with individuals who have a significant following on social media to promote your products or services. Instead of running ads on a website or magazine, many are paying to reach the listeners of an individual’s podcast. This is a new way to reach folks, and because we are early in the game, it’s still a still a bargain compared to older channels.
- Chatbots and conversational AI: Chatbots and conversational AI are becoming increasingly popular as a way to engage with customers and provide quick, efficient responses to their questions and concerns. This is good for both parties as prospects are more likely to explore what you have to offer if they don’t have to commit to engage with a person. This also saves time for the sales rep as we would rather start a conversation with someone who knows the basics and has decided to take the next step versus a Noob!
- Social selling: Social selling involves leveraging social media networks to connect with potential customers, build relationships and ultimately close deals. Everyone in sales should have some type of social presence. A podcast around the area in which you sell, a Twitter account or 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 your prospects, there is still plenty of room for your content.
Keep doing the basics and what works for you (if it ain’t broke don’t fix it), but make sure you are aware of the new stuff and decide what might be helpful to your selling.
John Sterling is the Amazon bestselling author of “Sales 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 reps globally. Subscribe to his YouTube channel for new sales content every week. https://noobschool.org
