B2B Sales in 2021 – Trends and LinkedIn
Now is the time to think about the future of sales. Everything is changing right in front of our eyes: the way we sell, our technique, and how customers buy. And it’s not a product or new technology that will define sales in 2021 and beyond; rather, it’ll be our outreach. Our outbound tactics are shaped by the evolution of sales and upcoming breakthroughs.
It’s also who we’re trying to reach out to. In 2021, the “new” buyer will play an important role in sales. Consumer behavior in B2B has fundamentally altered as millennials and more tech-savvy buyers take over the market – and we’re only now catching up to behavior that’s been established in B2C for over a decade.
- 'When you have a multi-tiered sales effort, the first thing you want to do is understand the market. You want to go out there and map the competitive landscape. You want to know what your customers are saying'. ~ Brian Frank
Sales Trends to Look Out For in 2021
The B2B environment has been changing for some time, but the pandemic’s start, as well as other contributing variables, has accelerated new buyer behavior. The transaction has gone digital in B2B, and millennial buying patterns are impacting sellers more than ever.
Today, closing a sales deal isn’t about picking a decision-maker, it’s about influencing a decision-making team. In 2021 and beyond, the future of sales will be defined by these developments, their comprehension, and the creation of optimal procedures to account for them.
Let’s look at some prominent trends which reflect the same:
- Millennials are dominating the market
The whole millennial generation has grown up with instant access to information and purchasing possibilities. Millennials make 60% of their purchases online, according to Digital Commerce 360, and they’re extending their behaviors to B2B. 44% said they never want to speak with a salesperson.
As a result, the future of sales will be bereft of “qualification calls.”
- Deals are a series of handshakes
The days of one-to-one or one-to-two selling are long gone.
At firms with 100-500 workers, the average B2B sale now includes seven individuals. That indicates that in order to clinch a transaction, you must engage with and create a favorable impression on seven individuals.
This has been going on for quite some time. The persons participating in a deal have gradually evolved into a swarm of decision-makers. Many sales companies, on the other hand, have not aligned their procedures and sales strategy to reflect this reality.
- B2B is getting the B2C treatment
Looking into millennial purchasing habits once more, it’s clear that digital experiences are the way of the future. To add to millennials’ purchasing habits, Gartner predicts that by 2025, 80 percent of B2B sales transactions between customers and suppliers would take place through digital channels.
LinkedIn - Sales and Businesses
In 2021, businesses need to utterly dominate LinkedIn in order to gain higher visibility, enjoy business growth, and double their conversions.
How can you do this? Here’s three vital steps to abide by:
Lead by example
Business leaders are attempting to increase their organization’s potential by allowing their employees to accomplish more on LinkedIn. As such, you’ll need to lead by example because your team’s voice will always be louder than the company’s megaphone.
Find your voice
Set the tone and create an overall awareness because LinkedIn engagement benefits both the individual’s career and the company’s success.
Interact, interact, interact
Empower yourself with knowledge and interact with the postings of your coworkers and employees. If you check your workers’ LinkedIn sites for five minutes, you won’t see much engagement. Engage with them, share your views with them, and encourage them to express theirs. Companies with CEOs that empower their people to publish, connect, and participate on LinkedIn will dominate more as per marketing predictions for 2021.
Evaluation
Perhaps you’re a dormant user searching for a jolt of inspiration to help you persuade consumers. Perhaps you’ve already arrived and require a strategy for putting LinkedIn to the forefront of your company’s sales efforts. The three prominent trends, coupled with a trio of tips to follow, ascertain your business finds a stepping stone to kickstart your sales journey. Keep in mind that trends may come and go – what’s important is to reap their benefits while they last.