3 Types of Sales Technology Shaping the Future of B2B Revenue Teams

Sales technology is evolving faster than ever before, and the 2022 sales team will be shaped by three main trends. The first trend is sales demo personalization. Sales demos have always been an important part of the selling process, but in the future they will become even more personalized to match the individual buyer’s needs. The second trend is sales intent data. This data will help you better understand your customers’ buying intentions, allowing you to align your company’s values with those of your customers. The third trend is automated lead conversion. Automated lead conversion systems will take care of the tedious task of converting leads into customers, freeing up time for sales reps to focus on building lasting customer relationships.

There is incredible power in leading with research and leading with relevance.

Kraig Kleeman

1. Sales Demo Personalization

Sales demos have always been an important part of the selling process, but in the future they will become even more personalized to match the individual buyer’s needs. In order to deliver a successful sales demo, you need to understand what your customer is looking for and customize your presentation accordingly. This can be difficult when dealing with large organizations, but sales demo personalization tools can help you to target specific buyers and understand their needs.

Right now Saleo is leading the pack of sales demo personalization platforms. Let’s be honest, you’ve got a great product, but you’re struggling to close deals because your sales team is giving generic demos that don’t speak to the customer’s specific needs. When you’re trying to sell a complex product, it’s hard enough getting in front of potential buyers much less worrying about whether your demo will be derailed by bad data or product bugs. With Saleo, you can create custom product demos quickly and easily without any coding required. Our platform gives you complete control over graphs, text, images, and icons so you can tell the right story across any vertical, pain point, or user case.

Where there is data smoke, there is business fire.

Thomas Redman

2. Sales Intent Data

Another important trend for the 2022 sales team is sales intent data. This data will help you better understand your customers’ buying intentions, allowing you to align your company’s values with those of your customers. Sales intent data will be gathered through the use of AI algorithms that look at online behavior and social media activity to create predictive insights into what your customers are thinking about before making a purchase decision.

Some of the top players in intent data collection today are collecting their data via bid stream  tracking or social listening. Most of the market leaders today are  only capturing B2B intent data from their own proprietary network. What if you could get this type of intelligence across all B2B networks? Right now there are several companies tackling this problem with artificial intelligence and machine learning techniques that allow them to capture B2B intent data from all corners of the web. This is a space to watch in the coming years, especially as new privacy rules roll out internationally!

Today, Account Based Marketing practices are mainstream across most B2B enterprises. At the same time, research suggests that sales and marketing professionals understand the value of personalized marketing… As companies double down on Account Based Marketing, many are still struggling to achieve the level of personalization at scale that customers expect.

Randy Brasche, VP of Marketing at Folloze

3. Automated Lead Conversion

The third trend for B2B Sales teams in 2022 is automated lead conversion. Automated lead conversion systems will take care of the tedious task of converting leads into customers, freeing up time for sales reps to focus on building lasting customer relationships. These systems will also make it easier for B2B Sales teams to identify new opportunities by tapping into social media networks and other online sources of potential customers.

Some of the leaders in the automated lead conversion space are  companies like HubSpot, which offer a suite of tools to help sales reps identify and convert leads into customers. Other companies, such as Gainsight, are focused on automating the process of customer retention by identifying churn risk and helping sales reps take action to prevent it. Companies like Saleswhale, who was just acquired by 6Sense, are focused on automating B2B lead generation via machine learning and artificial intelligence to generate outbound personalized emails automatically. Finally, companies like Salesloft  are focused on automating the process of digital selling by guiding reps through sales & renewal.

As SaaS sales teams continue to grapple with new technology trends, they will need to adapt their selling strategies in order to take advantage of these innovations. SaaS Sales leaders should also be aware that B2B sales technology is evolving rapidly, and the 2022 sales team will be shaped by these three main trends: sales demo personalization, sales intent data, and automated lead conversion. These technologies will help B2B Sales teams to better understand their customers’ needs and desires, help those teams communicate back the solutions to those needs to their prospects, and make it easier to build lasting customer relationships.

For more information on how you can prepare yourself for the B2B Sales trends of 2022, contact us today!