Sales technology is ubiquitous and it is increasingly impacting sales strategies. More and more leaders are believing that effective use of sales technology is crucial to meet their target revenues. So, no wonder that 7 out of 10 sales organizations planned to increase their sales tech stack in 2022. We are going to see more such organizations joining the bandwagon.
Organizations can achieve a competitive edge by adopting innovative and emerging technologies. The latest technologies enable organizations with new capabilities to influence core priorities such as seller execution, pipeline generation, and account growth.
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Here are the top sales tech disruptions that will keep shaping sales by 2027:
1. Multimodality
We are soon to free sellers to manually enter any information. They do it only when they choose to do it.
To explain the point further, we will see more multimodality functions coming up aligning with CRMs. As a result of these modalities, sellers can log activities in the CRM other than typing the text. So, how do they do it? It is as simple as you understand it to be. They can cap into their phone, chat with a bot, or call, meanwhile an AI bot will note down everything in the CRM. Seems easy, it is!
2. Generative AI
As per a report from Gartner, 30% of the outbound messages will be generated synthetically. Now, what does this mean?
We know modern customers are always in anticipation of hyper-personalized messages. As a result, the importance of content in sales cannot be undermined. At the same time, it is hard for sellers to keep track of such personalized content. With Generative AI, sales teams can use content generated by intelligent machines, similar to what humans create, without any human biases. It shall be an augmented and automated approach.
As AI is right there to generate content, the sales team must ensure that the content is available to the right person at the right time.
3. AR and VR
We are moving towards a whole digital world and by 2025, all customer interactions shall happen online.
We have Metaverse, a highly sophisticated virtual space, which is created by the confluence of virtually enhanced digital and physical worlds. Metaverse is going to change how we collaborate, connect, and engage with customers. The core technologies of the Metaverse such as Augmented reality (AR) and virtual reality (VR) are going to act as critical sales channels during a sales meeting, sales training, and product demonstrations.
Sales teams will leverage the power of AR and VR to enhance collaboration and boost engagement.
4. Emotional AI
Buyers’ emotions are already playing role in devising marketing strategies. By 2025, AI will help sales teams to understand customer emotions and the insights will shape 30% of the messages to be sent to buyers.
Emotional AI can analyze, process, and responds to buyers’ emotions based on the following:
- NLP-based text and phonetic analysis.
- Analyzing the facial expression of buyers through computer vision.
- Speech analysis through audio helps in detecting a combination of emotional states.
- Biometric and other sensors.
The application of emotional AI in sales will change the way sales teams engage with their customers. And soon, it will impact sales enablement as well.
5. The Digital twin of the customer
Creating a digital twin of a customer is a niche industry. It is expected to reach a global revenue of $150 billion by 2030.
While marketers think if they could test a program on a customer wherever they want, the digital twin technology helps them fulfill this dream of theirs. A digital twin is a dynamic and virtual representation of a customer formed through physical and virtual interactions.
The digital twin consumes data from various personas and runs tests for sales processes, sales messaging, marketing campaigns, and notes. A digital twin is not just a simulation, but a dynamic entity that upgrades itself as more information and findings are fed.
6. Digital humans
Very soon, B2B buyers will interact with digital humans in their buying cycle.
Sales teams are already taking help from AI to cater to customers’ queries, but to extend the experience, digital humans will be introduced in the sales cycle. These digital humans will engage with customers, and the technology will change who sells and how the selling is happening.
Final Word
Modern leaders must rely on the effective use of technology to meet revenue targets. Hence, such innovations in sales technology shall produce disruptions in the coming years. Gartner has already suggested that the chief revenue officers must remain responsible for their organization’s revenue technology strategy and identify and respond to these sales tech disruptions.
