BY Jessica Helinski
Sellers must keep up with the latest sales priorities to ensure they stay competitive. Keeping an eye on what’s hot (and what’s not) can help connect with today’s buyers.
Which sales priorities are trending?
“Whatever the future of sales is, it's never been a more exciting time for the profession,” writes Sam Lauron. In an article for HubSpot, she discussed what leaders believe are today’s best practices.
Sellers and AI
One of the biggest topics—in every industry—is AI. And in sales, reps are learning how to embrace this tool to boost success. Specifically, Lauron reveals that AI isn’t quite a top priority—yet.
She reports that only 14% of respondents to a survey said adopting AI tools is a top priority. But over half of sales professionals have already integrated AI into their process. And 26% say it’s had a positive impact on their sales results.
So, if you haven’t already integrated AI, it’s time. Already using it? Keep going! Continue learning how AI best fits your needs and those of your prospects. And as SalesFuel pointed out, remember that AI should be used as a resource rather than a replacement.
“While AI can automate certain tasks, it cannot replace the human touch required for effective sales interactions.”
Not sure how to best use AI for sales? Take a look at these tips for guidance.
A human touch
Despite the growing prevalence of AI, sellers must still find a way to add their own touch. At each point of the buyer’s journey, reps should incorporate moments of human connection. This will be what adds value to the relationship and personalizes the experience.
It also will demonstrate why buyers need you, Lauron explains.
“Sales reps must continue to hone sales skills like relationship-building and closing techniques to offer prospects the empathy and understanding that AI lacks.”
Forbes Council member Jaspar Carmichael-Jack agrees, noting that this is another example of using AI as a resource instead of a replacement. He points out that sellers should specifically hone soft skills, like EQ, to create a fulfilling experience for buyers.
“The dynamic interplay between artificial intelligence and emotional intelligence can help businesses forge a path,” he writes.
“…the best of both worlds creates unparalleled customer experiences and long-lasting partnerships.”
Personalization drives success
There is extra emphasis placed on personalization today. Buyers don’t want a canned experience but rather one that is hyper-personalized to their business.
It can be tempting to push a one-size-fits-all package or shoot out a generic email. But you’ll find that prospects aren’t impressed. As Intercom’s Lauren Kiefer explains, modern buyers demand more.
“Buyers [now] have pressure fatigue and are desperate for a personalized and custom experience that fits their needs in today's market.”
Keep being social
One of the biggest trending sales priorities shouldn’t be a surprise: social selling. And while social selling isn’t new, sellers are evolving how they do it in response to buyers. It’s vital to not only engage in social selling but also, do it well.
From optimizing your own profiles on networks to thoughtful posting and engagement, be authentic and consistent. SalesFuel’s Tim Londergan notes that this tactic will pay off.
“Focus on building trust, creating connections, and providing value as you curate your online self,” he advises.
“It takes discipline and patience but manage this space to build a strong personal brand rather than pitching a product.”
Take a look at these tips to ensure your social efforts connect.
Continue following trending sales priorities
Remember that trending sales priorities change, so it’s up to you to adapt. Adopting current best practices and keeping an eye on what’s ahead is key to staying competitive.
