5 Sales Trends That Will Catch Fire in 2021


The year 2020 led to huge transformations in all areas of life – including B2B sales.

The situations that have been triggered as a consequence of the Covid-19 pandemic forced B2B companies to reconsider their strategies and bring changes in their sales and marketing teams.

Looking at 2021, there will be a wave of companies accepting more digitally inclined ways to satisfy their customers.

Does that mean ​technology will replace salespeople?

Let’s have a look at the 5 sales trends that are going to be huge in the next year.

5 Upcoming B2B sales Trends in 2021

1. Sales Intelligence Technology will Govern Everything

The lockdown measures in various parts of the world forced people to sit at home. This caused a big stir amidst B2B marketers leading companies to shift to a workflow dominated by sales intelligence technology. 

The year 2021 will see a huge uprise in this trend for all the right reasons.

Sales Intelligence Technology has brought significant changes in the way the B2B salespeople interact with customers. Not only it has made identifying and analyzing the needs of a customer way easier, but it has also caused the interaction between the two parties to be much more personal than ever before.  

Sales Intelligences technology has also led organizations to invest in B2B sales tools. With a line of options available at your convenience, it’s important to pick up the right ones to achieve the desired goals.

Basically, at the core center, there are two primary points for this technology-driven change: data and automation.

As more and more high performing sales teams have started considering data-driven insights for sales forecasts, there is an apparent decrease in prioritizing leads based on “gut feel”.

Stats reveal that almost two-thirds of sales teams now choose data analysis rather than gut instincts.

2. B2B sales will be guided by hardcore personalization

Gone are the days when it was possible to win a prospective client with a threadbare impersonal script.

It’s 2021, the B2B prospects demand to have a personalized buying experience. 

The B2C businesses are providing such services to their customers for a while now. It’s high time for the B2B sales to follow-up soon.

But it should be noted that there’s a difference in both approaches.

You can’t impress your B2B customers by implying exactly the same methods as of the B2C sales. Practically, trying to impress your prospects by sending personalized souvenirs and birthday wishes will not work.

For B2B sales, it has to do with delivering the insights and reengineering the overall buying experience of the customer.

79% of the buyers are of the opinion that they prefer a salesperson who can be trusted in the place of a sales rep who just wants to add “more” to the business. It’s really important to customize communication channels and reanalyze the information that needs to be delivered.

Hardcore personalization of the overall buying journey, insights, and style will guide B2B sales in 2021.

Even though technology does most of the personalization through data analysis and automation, customers still require personalized interactions with sales reps who understand their needs like a trusted advisor.

3. Micro-moment opportunities in the B2B space

Micro-moments occupy a large space in B2C as it is extensively used to increase the marketing ROI by optimizing the customer’s journey.

There is a sudden upsurge in data-driven marketing throughout​ various digital channels. Keeping that in mind, Micro-moments is going to be a huge trend in the upcoming year even in the B2B space.

The term Micro-moments was coined by Google to people’s contact with a device triggered by intent-rich instants in need to learn or do something.

B2B customers do hardcore research before they making a purchase. Yet, they have their doubts and seek the right answers at particular moments.

For instance, if a customer finds out some quality rich content at your​ site, they will instantly reach out to your chatbox to get answers to their queries. Thus, a chat box is not just a great tool to look after your customer’s needs; but also extremely beneficial in starting a conversation between the prospect and your sales rep.

RELATED POST: Revenue Operations Strategy: Why B2B Companies need it

4. Greater Need for Trained and Coached SalesPeople

Sales Intelligence Technology is definitely powerful but it still can’t replace human intelligence.

Technology has no soul and even in the year 2021, B2B sales will still need the personal “human” touch of emotions to deliver sales.

Now, you can send thousands of emails at once to thousands of prospects. But if the emails are not thoroughly personalized and lack the information that a particular prospect needs, the reputation of your brand can be at stake.

This is when salespeople /(read it as expert sales Captain) come in.

If there are loopholes in your practices, technology will only work to enhance them. With the help of properly trained salespeople, companies are not only able to identify these loopholes but also mend them.

According to Sales2marketing, salespeople who receive continuous training are reported to have 50% better results.

Thus, there’s a constant need to invest more in training and coaching salespeople if companies want to fill the cracks that technology still can’t.

5. Customer-Centric Sales Pipeline Stages

Don’t you think it’s pretty unfair to call your business customer-centric when each of the sales processes is decided keeping the salesperson in the center?

It’s quite obvious now that the top B2B organizations have adopted a customer-centric approach as the base of their strategies. So, when we think about customer-centric buying processes, the sales pipeline stages should not start or end according to the sales person’s actions.

In 2021, everything, (literally everything!) will be about

The Pipeline stages will see a significant change as tracking deals according to a salesperson’s actions will shift to tracking deals according to the customer’s actions.

Thus, we will achieve great results if the pipeline is seen in a way that is more inclined towards the customer.

For example, opportunities should be divided into stages based on the customer’s intent and shift from “prospecting list identified” to “needs identified”, “meeting booked” and “proposal out” to “budget and timeline decided”.

Final Thoughts!

Anyone who is aware of the B2B space knows that it is already very complex. To add to that, recent times have made it more difficult for them to thrive.

Technology and AI are extremely important in order to soar in these tough times. But that doesn’t mean it will be a total replacement of the salespeople.

In conclusion, the year 2021 will be all about achieving the right balance between human and artificial intelligence to give customers their best buying experience ever!

If all this information overwhelms you and you feel lost, don’t hesitate to seek expert opinion from B2B sales and marketing consulting firms. They will not only help you capitalize on these sales trends but also guide you with the follow-up strategies.

So, are you ready for 2021? If not, then
let us help you do that!