Trends In Sales Tech that are Game Changers

With 2019 coming to a close, we’ve witnessed remarkable market shifts and trends in sales technology. Be it in the sphere of mobility, virtual reality, cloud, artificial intelligence, etc. there was plenty of evolution in sales and other business tech to help companies remain operational and competitive. Here are some trends in sales tech that are fast proving to be game changers.


The Emergence of Intelligent Platforms

AI has led to the rise of intelligent platforms that make it easier to serve customers better. In turn, this helps encourage repeat sales, cross-sells, and upsells. Nearly all sales enablement platforms, including CRM software and systems, are moving toward AI to leverage more of the intelligence and analytics within the platforms.

Intelligent CRM platforms increase efficiencies by using features like automatic replies and personalized messaging. Likewise, an intelligent Salesforce automation (SFA) platform increases productivity by pre-empting the next steps in the sales cycle.

Third-party software can streamline the way sales teams work in Salesforce. For example, GridBuddy helps them connect with customers efficiently and effectively, identify buying patterns, and prioritize opportunities. It also supports the sales team through sales pipeline management, sales forecasting, and the ability to edit Salesforce items in a single view, and more.


IoT Takes Customer Experience to the Next Level

By leveraging AI, the Internet of Things (IoT) is already revolutionizing the online tech support experience, improving order tracking, and more. But moving forward, AI is expected to play an even greater role in IoT by further improving customer experiences in both the B2B and B2C space and, in turn, helping to generate more sales. Some of the ways AI in IoT supports the customer experience and sales productivity:

  • Pre-empting and tracking customer behavior to help guide the buyer journey
  • Providing accurate, real-time information about the location of packages to meet customer expectations about delivery
  • Reducing excess inventory by tracking ordering behavior and timing, but also ensuring availability of in-demand products to avoid disappointing customers
  • Remotely controlling inventory, providing customer support, detecting the need for maintenance, or servicing software systems
  • Making it possible to remotely access sales systems while in the field
  • Intelligently determining product lifecycles or use to automatically send reminders for reorders and tracking contract deadlines to automatically send renewal offers
  • Tracking the way customers use products to identify commonalities and ultimately improve products
  • Improving e-commerce by increasing the relevancy of products shown to site visitors, marketing “in-the-moment” offers, and making contextual recommendations


Digital Transformation Trends 

Real-Time Information Access

By leveraging the Cloud, sales teams gain increased access to information in real-time, including being able to remotely access sales systems and customer information in the field. Actionable information can be easily pushed to the right salesperson at the right time, allowing for more deals to be closed. And faster access to information accelerates the sales process by reducing reaction time.

Digital Marketing Platforms

By leveraging AI-enabled analytics, digital marketing platforms have become more precise in identifying high propensity prospects. This is because such platforms help salespeople understand which prospects are more likely to purchase and/or purchase more frequently, or represent higher dollar opportunities. This has exponentially increased sales productivity because it eliminates guesswork.

Augmented/Virtual Reality

Especially in areas where visual impact drives sales or where implementation of new products or services can be facilitated by such technology, AR/VR is playing a larger role. For example, training employees in many industries, especially those that use dangerous equipment or chemicals, relies more on AR rather than physical objects or chemicals during training sessions. Additionally, AR/VR can be helpful in explaining complex concepts and products to demonstrate value.

AR/VR has proven to be especially effective in industrial sales use cases. In a report, State of Industrial Augmented Reality, from Ventana Research and PTC, research shows AR has helped drive down the cost of selling, increase customer satisfaction, and accelerate the sales process.

It has also been a game changer in retail. According to a recent article in Forbes, Retailers Have a Lot to Gain from AR and VR, benefits of AR and VR use for retailers include improved customer engagement, the ability to use new marketing methods, and more. Examples include how furniture retailers can leverage the technology to help customers find furniture that fits the size of their living space and how beauty products retailers can use “try before you buy” options.


Speech Recognition Enables Faster Sales Reporting  

The proliferation of AI and advances in digital transformation have allowed speech recognition to take the place of other input mechanisms in sales tech. By driving data input through voice, the overall experience of using a sales platform can be greatly enhanced.

As many of us learned during Dreamforce last month, Einstein from Salesforce is getting an upgrade that includes:

  • Einstein Voice Skills, which expands the capabilities of Einstein Voice Assistant, and enables developers and admins to build custom voice-powered apps for every user across the Salesforce Customer 360 Platform.
  • Einstein Call Coaching, which identifies keywords in sales calls to identify common themes and offer insight into what matters most to potential clients.
  • Service Cloud Voice, which integrates telephony into a unified agent console, allowing Einstein to offer recommendations and next best actions in real-time to improve service experiences.

Time for Action

The above trends in sales tech are evolving the sales industry and creating more lucrative opportunities for sales teams. They make it easier to reach customers and prospects across multiple devices and channels, while delivering a more customized experience in all interactions. Adapting them early could be key to staying competitive.

If you’re looking for ways to streamline your sales process and convert prospects to customers faster, then it’s time to change your game. Explore Validity solutions that propel sales growth and productivity today.



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