There is no doubt that the world of sales has undergone dramatic changes over the past year. SalesTech is on the rise, video prospecting is on the rise, and sales teams are working remotely and delivering results.
What we stated is already happening. We are here to tell you what is next in the pipeline. Because if you want to set in place a sales process with flying colors, it is important to forecast a bit ahead of time and be ready for anything new that comes your way.
Here’s what you can probably expect next in SalesTech, in terms of new developments, emerging sentiments of customers, and more.
But before that, let’s have a quick look at the top SalesTech categories and market leaders.
- Lead Generation –> ZoomInfo, Clearbit, Cognism, Crunchbase
- Email Finders –> Lusha, Hunter, Snov, LeadIQ, Wiza, Kaspr
- CRM –> Salesforce, Pipedrive, HubSpot, Zendesk, Freshdesk, Zoho
- Sales Engagement –> Salesloft, Outreach, Apollo, Groove
- Proposals –> DocuSign, PandaDoc, HelloSign
- Calling –> AirCall, RingCentral, Five9, Vonage
- Scheduling –> Calendly, Chili Piper
- Conferencing –> Zoom
So, these are are a few SalesTech leaders, and if this remains constant, what will change? To put it better, B2B sales will not change by itself, but adapt to world changes.
Some SalesTech trends to watch out for:
1. No-code and low-code software for SDRs
The trend is not new and sales leaders know it. However, no-code, low-code software has become more popular in the SaaS community over the past few years. It finds new applications in sales too – alluring tech-savvy SDRs.
Ideally, no-code and low-code tools allow you to:
- Easily automate as many tasks as you want.
- Move data within the digital stack as quickly as possible.
- Increase the speed and efficiency of all operations.
Most of the tools available in this category offer universal solutions, but there are also no-code tools targeting sales departments. These tools are:
- Airtable, a spreadsheet tool to be used as an internal database.
- Clay, a perfect sales tool for prospecting and link-building.
- PhantomBuster – A powerhouse of growth that streamlines dozens of lead generation tasks.
2. AI goes mainstream
Generative AI tools such as ChatGPT hold the future of sales. If you have not yet tried this powerhouse of ideas, we recommend trying it.
Besides this, sales teams can use conversational & revenue intelligence tools. Many of these tools can read your emails or listen to sales calls. They gather all information about successful sales practices and suggest what each rep do to improve his performance in the future.
There are others offering handy add-ons, such as real-time meeting transcription, note-taking automation, analyze talk ratios, etc.
3. Product-led growth tactics meet sales development
Well, we have heard about buzzwords – product-led growth and product-led sales. While these circulate around sales communities, the noise is useless.
The PLG trend in sales development is defining the future of sales. This category includes tools that integrate with CRMs, data warehouses, support tools, billing systems, product analysis, and engagement tools. – to track buying signals and notify a rep when a prospect is ready to take a buying decision.
Thus, the sales rep gets a 360-degree view of every prospect at every step of their buying journey.
Some tools you should keep an eye on are Endgame, HeadsUp.ai, RevenueHero, and Correlated.
4. Virtual product tours and on-demand online demos
Looking at how B2B sales work, we can say that the systems do not change, but they do strive to adapt to the changes happening in the world. And the trend we are seeing right now is an example of the same.
As product-led growth tactics become popular, sales reps cannot interact with all prospects considering a purchase. For most of them, it is fine. But others still want a product demo.
Interactive demo platforms come in here. The category is relatively inexperienced, but we still have a variety of options to choose from. Some of the interesting tools are Walnut, Demoleap, Storylane, Navatic, etc.
5. Sales engagement is shifting gears
The sales technology market is growing fast and going crazy. As the global economy becomes uncertain, VCs want more money in their pockets. As a result, sales reps are pressurized to move their pipeline faster, get more demos, and close more deals.
An obvious solution is to reach more people using more channels. Demand is rising for automating routine tasks related to email outreach, LinkedIn engagement, and calls.
Besides these, there are other trends set to shape SalesTech in the near future. And as they say, prediction is a thankless job. What we have said now will change quickly and unexpectedly. Very soon, there will be upcoming predictions in the same industry, and we will share our insights on those too. Stay tuned..