5 Important Business Trends You Should Follow

1. Value-based selling

Customers today won't just be sold to. They don’t want to be seen as money machines and are well aware of sales tricks. To capture their interest, you need to convince them of the value your product or service specifically offers to them.

To do this, you first need to understand your potential customer as best as possible, uncover their needs and desires. Based on that, you present information about the products to convince them of its value. You must be patient and not rush the sales pitch. First, you need to be sure that the client truly wants and needs the product.

If you succeed, the reward will be more effective sales. You won't be offering products randomly to everyone, but to people who actually want them.

2. Personalization

Once you know something about your customer, use that information in all your communications. If the client feels that you truly understand them and are speaking directly to them, you will increase their loyalty. They will make repeat purchases or recommend you to others.

How can you gather information about a potential client? Start by getting their contact, such as through subscribing to your newsletter. Then, track what interests them – for example, whether they open the newsletter, which articles they read, or which products they view. When you call, email, or meet with them, make sure to record all the information in your CRM.

3. Automation and Digitalization

Automation simplifies gathering information, generating leads, and classifying them. It helps salespeople eliminate routine tasks that consume a lot of time. This allows them to focus on maintaining relationships with leads, nurturing them, and preparing personalized offers.

Digitalization is also crucial. Notes on paper and stacks of documents are a thing of the past. Everything can be neatly organized in Raynet CRM, which also helps with scheduling meetings, reminding you of tasks, and sending follow-ups. It also allows you to sign documents online.

By doing this, you will win over clients who are used to working in the online world and expect the same from you. This will improve customer service and enhance their experience with you.

4. Social Selling

Along with technological modernization, another business trend is emerging. While traditional cold calling is declining, social selling is gaining strength. It allows connections with potential customers through social networks. In B2B, LinkedIn is primarily used, but other social networks can also be effective.

Salespeople build networks on LinkedIn, sharing interesting content with their connections. They also engage in discussions and respond to others' posts. Potential clients are then targeted directly, but clients can also easily reach out themselves.

5. Motivation and Recognition of Salespeople

The most common reason salespeople quit is feeling undervalued by their employers and colleagues. Don't let a valuable salesperson slip away—help them grow. Remember to focus on:

• motivation and recognizing successes,
• support during challenging times,
• as well as quality onboarding, training, and continuous education.