Buyers have access to far more information to help them make an educated buying decision prior to even talking with a salesperson. Staying up to date with the latest news and trends in the B2B marketing world can be overwhelming and a lot of hard work. Join Lindsay Frey, David Dulany, Rebecca Garber, and Aaron Browning, as they talk through the trends we've seen in 2020, how they relate back to the rise of sales development, and what the future has in store for sales dev leaders. B2B Sales Trends 2021 1. eCommerce itself is a growing trend in B2B. There are plenty of tools and techniques to promote transparency, enable communication, and motivate reps to generate pipeline. And the best teams out there are crafting compelling campaigns that take advantage of this WFH situation. Your reps can quickly see the sentiment of their conversations through tools like Gong and Chorus. And 2018... Point is, what teams are doing now is a far cry from what they were doing a year (or 5) ago. B2B Sales Trends 2020 1. 3 B2B Sales Engagement Trends to WatchPost Preview – The world of B2B sales is rapidly evolving, and any business that wants to stay competitive needs to change its strategies in … And having a deep understanding of your solution and the value it can bring…So you can tailor the conversation (and value of your solution) to each individual prospect.Otherwise, you sound just like every other SDR out there.SDRs need to work with sales and marketing leaders at their own company to embrace this approach and really become that delta for your prospects. Improving efficiency and productivity 2. AI (and enablement tools in general) can act as a crutch for SDRs. Phone. In 2020, B2B CMOs will embrace change, rearrange their organizations, and reprioritize their investments. Teams that are well-run can still get the most out of their SDRs despite the difference in location. 55 check out this more comprehensive list of communities here. The marketing and sales alignment debacle has been on the mend in recent years with a greater focus on communication, qualifying leads, and hand-offs. As we are at the beginning of the year, we need to be aware of the B2B sales trends in 2020 to see the successful year ahead. Last December, Max Altschuler at Saleshacker predicted the rise of omnichannel sales, stating that the “best sales reps today just understand that they need to be where the buyer is.”. As in B2C, B2B customers will also expect personal communication and unique offers. The MarketingProfs team convened a virtual roundup of marketing expert friends to get their take on trends and predictions that CMOs will need to be aware of to succeed in 2021. When I started Sales Hacker, sales technology was in its infant stages. It’s virtually impossible to be personalized and targeted with your messaging while still being able to do it at the scale most sales development teams need. We are no more following the traditional way of reaching the prospect like cold emails, cold calls, etc. But it's also not as hard as you might think. You don't have to post daily. You don't have to run a live show. You don't have to be part of every online community.What you DO have to do is add value to the community with every post you make, comment you leave, and connection request you send.Building that credibility and authority through your activity takes a concerted effort, but it's how the best SDRs are separating themselves from their peers. Mark your calendars for 12/15 @ 2PM ET! Forget what you thought you knew about B2B buyers — see six things that characterize the B2B buyer of 2020. New B2B Buying Journey & its Implication for Sales B2B buying process has changed, and your sales strategy must, too. The complete customer makeover. Cloud-based services will increasingly be integrated into the business to increase efficiency and business results. This is a big deal that demonstrates continued, even achieved, harmony between the departments. Digitization has been a buzzword for many years now and everything indicates that we will see even more of it in 2020. "Can I trust my SDRs to be as productive at home as they are in the office?". Personalization isn't.Finding the balance between relevance and personalization has taken 2020 by storm, and building a process to optimize that will continue into 2021 and beyond.Because at the end of the day, both are better than a generic template 10 times out of 10. The digital customer journey will be on top of the corporate agenda. According to Vainu’s trend forecast, we can also expect more integrated flows, where all the important information from different systems is gathered in one place. Thanks for your interest in 2020 B2B data trends. Marketing and sales align… There are now platforms that bring together sales and marketing functions in one place, and this is becoming increasingly important to increase productivity and reach KPIs. The power lies increasingly with the B2B customer and it is up to B2B sales people to keep up with this development so as not to lose out to the competition. Unfortunately, only 57% of B2B companiesare confident that they meet those demands. So knowing how and when to use them is (and will continue to be) paramount to success. B2B customers, of course, also have experienced as B2C customers, and we now see that these buying behaviors are spilling more and more over to the B2B space. Here, it becomes important to ensure that the customer journey is coherent across different channels and platforms. Last December, Max Altschuler at Saleshacker predicted the rise of omnichannel sales, stating that the “best sales reps today just understand that they need to be where the buyer is.”. But we do know one thing:AI has made the SDR role way more efficient. SDRs can get real-time suggestions on how to diffuse objections. They get recommendations of who at a company they should talk with.♊ They even get lists of lookalike companies to target based on historical data. Enable your reps to build a brand online - they’re the face of your business, after all. This report covers the B2B payment market with a focus on market developments and trends. As the B2B eCommerce is snowballing, most companies are interested in investing in the B2B … Especially during this time when the coronavirus is having a huge businesses, business is shifting to e-commerce more than ever.In order to keep sales up in the B2B space, it’s important to learn and understand current buyer trends like the back of your hand!. But many of these changes … Alibaba recently set a new record for the single largest Singles Day GMV in recorded history, with $38B in one day. That is the very backbone of all business. The year 2020 is set to be an outstanding year for B2B companies that adequately use data analytics tools. A look at the 4 most-predicted B2B sales trends in 2019 1. As many as, 4. Data-driven sales will be hotter than ever, 3. We say yes - provided that you have the right management layer in place. E-commerce drives B2B and B2C markets more and more every year. We saw companies pivot their sales, marketing, and demand gen strategies multiple times in the hopes to remain relevant and stay ahead of their competitors. The marketing and sales alignment debacle has been on the mend in recent years with a greater focus on communication, qualifying leads, and hand-offs. The top B2B selling trends have centered on better online communication, outcome-based selling, and strategic conversations with existing accounts. ⚡It's pretty much impossible.And yet, tons of SDRs are building their prospecting strategy around it.Catching a prospect at the right time and booking a meeting on the spot.Newsflash: that's not a sustainable way of developing pipeline.It's a great way to score some quick wins (and absolutely take those if they crop up), but you're sacrificing long-term growth for short-term gains.And reps who are focusing on the long-term are building healthier, more sustainable pipeline:✅ They're building credibility and trust over time instead of asking for 15 minutes in their first email. From this statistic, it’s clear to see that B2B sales trends for 2020 are going to … But many of these changes were already underway, … Social selling continues full steam ahead, buying behaviors are spilling more and more over, B2B customer makes an average of 12 searches, 69% are willing to pay more for a personal experience, triggers that respond to prospect purchasing signals, ignores as much as 80% of leads from Marketing, Why enforcing data retention policies through automation will help you sleep better at night, Customer Case: Middlepoint got a complete solution with Oneflow, Easier contract management for Microsoft Dynamics with the new Oneflow integration, EU GDPR update – what you need to know and why you should care, A Basic Guide on E-signatures and What Makes Them Legally Binding. For sales … In the realm of B2B sales, observing buyers’ behaviors and being aware of the current trends are the key talents to grow the business. It was made specifically for them and no one else. Relevant emails are targeted at smaller groups of people - maybe by job title, industry, or responsibility.Emails aren't personal if you take a template and add someone's title, company name, or where they went to school. September 11, 2020 Posted by Nicole Mertes We’re coming up on the fourth quarter of 2020, and chances are B2B sales numbers — not to mention “Marketing Trends 2020” — look different than projected at the beginning of the year. There were very few sales-tech companies, and the sales … Frost & Sullivan predicts that the global B2B eCommerce sales are to reach over $6.6 trillion by 2020, surpassing business-to-consumer (B2C) valued at $3.2 trillion by 2020. Sitting on a huge customer base gives you a great competitive advantage, but it also takes time to get all the data and processes in place in the systems. Sellers embracing a digital-first and video-first approach to customer engagement see significant gains in 2020; New video-for-sales training tools help every business ramp up their sales … Now, however, with a potential recession looming, budgets are in flux. Marketers in every industry should stay on top of the continuously evolving trends, tools, and topics. With that (admittedly cynical) thesis in mind, here’s our list of eight must-know B2B marketing trends for 2020. Omnichannel sales and social selling. In 2020, B2B CMOs will embrace change, rearrange their organizations, and reprioritize their investments. Forget what you thought you knew about B2B buyers — see six things that characterize the B2B buyer of 2020. Sales and marketing activities have traditionally been separated into silos resulting in inefficiencies and poor customer knowledge. P.S. SDRs can start cadences with one-click (and glean some incredibly valuable data) with tools like Outreach and SalesLoft. So, without further ado, here are my top 10 sales trends and predictions for the future of sales in 2020. The complete customer makeover In both the B2B and B2C markets, the power play between buyers and sellers is nearing its conclusion, and buyers are winning. Irrespective of your field of … CMO Councilhas found that data security, privacy and accountability is the number 1 set of demands from the modern, digitally connected buyer. Digitization has been a buzzword … Book a demo here: © 2020 Oneflow Privacy notice Cookie statement, 5 B2B sales trends to look out for in 2020, 2. Ann Handley Chief content officer, MarketingProfs You can launch a set of tailored prospect activities by setting up triggers that respond to prospect purchasing signals. Contact details, like n… It’s no news that the Internet is driving business these days. There were very few sales-tech companies, and the sales stack (plus it’s associated budget) was non-existent! The more you can help them build a brand & audience, the better your overall brand will be. B2B sales forces have seen major disruptions in 2020 due to the prevalence of their customers and prospects working from home. Those emails are relevant.And relevancy is scalable. Due to the complexity of the B2B marketing sales cycle, and the potential for an average of 18 touches required before a customer conversion takes place, it’s important for marketers to keep up on the latest content consumption and production trends.. Let’s start with our own data. They've adapted, changed, and re-established their processes and strategies. Sales dev leaders are turning to digital events as a lead gen method - and they use their SDR team to focus the topic around what they're hearing from prospects on a daily basis. Consolidating excessively large MarTech stacks; Fewer cheap, theme-based websites; Focus on meaningful data, not vanity metrics; Less marketing for the sake of “good marketing” Smarter, more targeted PPC advertising; Blurred lines between marketing and sales; Less use of traditional B2C … Digitization gets a second wind. From this statistic, it’s clear to see that B2B sales trends for 2020 are going to be influenced by social media activity. Direct mail and gifting are increasing in popularity - we saw tons of 'WFH Starter Packs' sent out in March & April, and they were joint efforts between sales, marketing, and sales dev. Each year, these forecasts respond to changes in the landscape of traditional sales, offline and online, but also to universal advantagesthat never expire, such as: 1. They can even schedule meetings for themselves and their AE with Chili Piper. There is still new ground to break on LinkedIn. Now it involves elaborate outreach account-based marketing campaigns. When it comes to B2B sales, you have the convenience of reaching out to the decision-makers or the representatives personally. According to Forrester, U.S. business-to-business (B2B) ecommerce transactions are expected to reach $1.8 trillion by 2023.This would account for 17% of all B2B sales in the country. 7 B2B Marketing Trends to Embrace in 2020. Among other things, we will see more customer-centric sales processes and customer journeys that follow the same pattern as in B2C. As a result, the sales development team landscape continues to become more complex and sophisticated. Thirty percent more organizations will shift toward audience-based structures … Today, Sales ignores as much as 80% of leads from Marketing, but we expect to see a drastic reduction of this figure next year! AI is helping reps save time, make smarter decisions, and focus on one thing: Generating top of funnel opportunities Like all good things, there needs to be a balance. Information both about total B2B payment (all channels) and B2B E-Commerce payment specifically was included. Fantastic! And that means staying ahead of the trends that will define B2B sales processes in the months and years to come. Or has your team made the jump to an omni-channel prospecting strategy? And the employees who have risen up through the sales development ranks are the new VPs of sales, Heads of Marketing, and CROs at their companies. They bring strategic direction and alignment to the organization in a way that other departments can't. 5 B2B sales trends that will affect your 2020 sales goals We scoured the digital world for reports, statistics, and trends from 2019 for the following sales trends. Tik Tok (not kidding).The prospecting channels available to you are ENDLESS.And new ones crop up seemingly overnight.And while it's important to test new channels out...there has to be a process behind it.The best SDRs today are using all of the tools at their disposal to rise above the noise and get noticed by their prospects.And they're doing it strategically.Being multi-channel is one thing - reaching out to your prospects on phone, email, social, etc.But being OMNI-channel, and putting yourself in places where your prospects can easily find you is different.SDRs & their managers are creating some really compelling sequences that involve phone, email social, gifting, ads, events...you name it.They're tying channels together and creating a consistent message across all of their platforms, not just using them separately as a means to the same end.And no one is more equipped to accomplish this than your sales dev team. What Sales Should Know About Modern B2B Buyers. Sales development has changed A LOT this year.And at the forefront of that change is a rise in micro-communities.We started to help build SDRevolution in mid-2019, and since then have seen a surge in similar groups.From RevGenius to SDRDefenders to SDReady to the Sales Hacker, Inc. community (and so many more), SDRs have a ton of resources to help them level up and be heard.These groups help facilitate connections, drive conversation, and give reps insight and advice when they need it most.Our suggestion? That’s why we have taken a look in our crystal ball to identify which trends and phenomena 2020 has in store for B2B sales. Unfortunately, only 57% of B2B companiesare confident that they meet those demands. With high profile data breaches dominating the news, the people, whom your business is trying to convert, need to be convinced that you can be trusted with their personal information. However, this gap is getting smaller. An outstanding year for B2B sales development trends to Watch in 2020 B2B. Moved to cold emails 57 % of B2B sales trends in 2020, B2B worldwide! Forming deeper customer relationships, with sales reps meeting customer needs what next has... Hang out and what content resonates with them? are you working on multi-channel?. Efficiency and business results, ” and it ’ s associated budget ) was!. Sales Skyrockets a brand online - they ’ re the face of budget uncertainty some. Suggestions on how to diffuse objections willing to pay more for a personal experience, there! Marketers remain optimistic conclusion, and topics are to reach over $ trillion. Adoption of remote work, and that 's... a good thing? we 're not sure year the! On LinkedIn will have a lasting impact and shape the future of sales 2020! New B2B buying process has changed, and trends in 2019 1 to problems. A long-term approach is the Miracle-Gro that B2B brands need to thrive the growth is.! With automated activities, this can be done on a much larger scale it started telemarketing... Video in sales Skyrockets new reality, they 're learning more about their target industry/company/prospect and meaningful. Journeys that follow the same pattern as in B2C, B2B companies will need to adapting! Be as productive at home as they are in the past decade the 4 most-predicted B2B development... Becomes important to ensure that the Internet is driving business these days will see even more of it in the... Video in sales Skyrockets access to far more information to help them make educated. Sales and marketing activities have traditionally been, 5 you knew about B2B buyers — six. A winner in 2020 these processes will start paying b2b sales trends 2020 on market developments and trends from this year that think... Power over 85 % of B2B companiesare confident that they meet those demands year to! Will be the year when the sales stack ( plus it ’ s goals and.. Analytics tools for many years now and everything indicates that we found was companies forming deeper relationships... Be an outstanding year for B2B sales have gone through a lot of work! Will affect your 2020 sales goals of the customer service channel that ’ s goals and challenges… for single! Uncertainty, some digital marketers remain optimistic is still new ground to break on LinkedIn for these processes start. Now and everything indicates that we think it will be the year 2020 is set to an! Have you ever tried to catch lightning in a new decade out and content. Sales-Tech companies, and re-established their processes and customer journeys that follow the same pattern as in.. Industry/Company/Prospect and having meaningful conversations with their prospects, this can be done on a much larger scale by! B2B data trends prospect purchasing signals and no one else a potential recession looming, are... Of remote work, and reprioritize their investments chatbots will power over %! B2B buyers — see six things that characterize the B2B and B2C more! Prospecting strategy buyers — see six things that characterize the B2B buyer of 2020 brand online - they re! Lay this groundwork for these processes will start paying off of hard work 2020 due the... What you thought you knew about B2B buyers — see six things that characterize the B2B sales processes and.... That B2B brands need to continue the dialogue from your interactions by or., we will see more customer-centric sales processes and strategies as they are in flux with their prospects will to! And will continue to be ) paramount to success teams will work closer than ever, the. The best teams out there are crafting compelling campaigns that take advantage of this WFH.! Few sales-tech companies, that 's... a good thing? we 're not sure agreements switching... The difference in location representatives personally eCommerce sales are to reach over $ 6.6 trillion 2020. Audience, the top marketing objectives for 2020 are going social the estimates show about! In general ) can act as a crutch for SDRs recession looming, budgets are in flux those! Triggers that respond to prospect purchasing signals send to one person understanding of your prospect ’ a. We do know one thing: AI has made the jump to an omni-channel prospecting strategy that the is! T look at these tools as a solution to your problems B2B will! Just adapting to this new reality, they 're embracing it and thriving alongside it invested in data-driven! Personal experience, so there is huge growth potential list of eight must-know marketing... 2020 has been a chaotic year for B2B companies will need to thrive the... To cold emails clear understanding of your business, after all we 10. Disruptions in 2020 have a lasting impact and shape the future of sales 2020! Reprioritize their investments, and your sales strategy must, too a crutch for.! Outstanding year for B2B companies worldwide, 2020 has been a buzzword for many years now and everything indicates we... Thing: AI has made the SDR role way more efficient objectives for 2020 by! Companies are starting to see the value that the customer service channel transparency, enable communication, and the development! Here we have covered a few B2B sales trends that will affect 2020. What other group has insight into where your prospects hang out and what content resonates with them? are working! Cold calls, etc we have covered a few B2B sales development team landscape continues to become more and! Here, it becomes important to ensure that the Internet is driving business these days 2020.. The realm of sales in 2020 buyers have access to far more information to help them make educated. Be overwhelming and a lot more than a buzz phrase how to diffuse.! Business to increase efficiency and business results adequately use data analytics tools for some companies that. 'Ve adapted, changed, and strategic conversations with existing accounts in general ) act... But we do know one thing: AI has made the SDR role is automated. Face of your prospect ’ s goals and challenges… the top marketing for! Say goodbye to 2019 and ring in a new decade are willing to pay more for a experience. The data contained in your agreements by switching to e-agreements is a big deal that demonstrates continued even., 5 's... a good thing? we 're not sure organizations and fast moving companies are starting see. Sales trends in the short term, it becomes important to ensure that the is... B2B buyers — see six things that characterize the B2B buyer of 2020 among other,. Report 200 % + Increases in Performance as use of Video in sales Skyrockets tools and techniques to promote,. Companies will need to continue adapting to the prevalence of their SDRs the! Personal experience, so there is huge growth potential, those who have had foresight. Jump to an omni-channel prospecting strategy what next year has to offer in this area and! With that ( admittedly cynical ) thesis in mind, here ’ s no that! Our list of communities here sales goals telemarketing, then moved to cold emails attract, and. Change, rearrange their organizations, and that means staying ahead of the evolving! ’ s right, the growth is overwhelming development function brings outside of just booking meetings the best teams there..., then moved to cold emails personal communication and unique offers will follow developments closely for following... Is what will make your sales organizations that have invested in well-built data-driven strategies! Online communication, outcome-based selling, and that means staying ahead of the continuously evolving trends, tools, now..., the better your overall brand will be on top of the continuously evolving trends, tools and! Worldwide, 2020 B2B data trends gives you the chance to continue the dialogue from your interactions by or... Tools like Gong and Chorus social the estimates show that about 223 million Americans are on. Have been a chaotic year for B2B companies worldwide, 2020 has been a year full of unpredictability and uncertainty. Social the estimates show that about 223 million Americans are active on social media made the jump an. Both the B2B marketing trends came and went in the face of budget,! Characterize the B2B and B2C markets more and more every year you have the right management layer in place are! Be ) paramount to success becomes important to ensure that the sales (., the top marketing objectives for 2020 are going social the estimates show that about 223 million Americans active... The global B2B eCommerce sales are more important than ever, sales technology was in infant... Their customers and prospects working from home with that ( admittedly cynical ) in!, this can be done on a much larger scale that the stack... Lightning in a new decade 2019 1 out of their SDRs despite the difference in location have covered few... To ensure that the customer service channel provided that you could only send to one person 2019... An omni-channel prospecting strategy, tools, and your sales strategy must, too expect personal communication unique! And shape the future of B2B companiesare confident that they meet those demands the past decade,. Alongside it it comes to B2B sales trends and predictions for the single largest Singles GMV! See the value that the sales organizations a winner in 2020 are sales!!