To help you in this process, we have analyzed the results on the state of sales from the LinkedIn State of Sales 2021 UK Edition report . We tell you what its main conclusions are and delve into one of the great keys to current digital sales: more brand building and fewer cold calls.
Do you want to know how to transform your offline sales team into an online one? Click here and check out the related course. Learn how to successfully find business opportunities in the digital environment.
State of Sales 2022: More Brand Building and Less Cold Calling
The state of sales in 2022
The state of sales in the Western world has been profoundly transformed by the COVID-19 pandemic and, in certain markets such as the UK, the impact of Brexit.
According to LinkedIn data , there has been a shift from a sales landscape dominated by field teams to one based on digital sales . Most potential customers prefer a fully remote buying experience as it is more convenient for them, and this is changing the perception about the role of sales reps.
Only 12% of UK shoppers say they need to meet a sales representative in person before making a purchase, and only 18% say remote working has made the purchasing process more difficult. In contrast, 45% believe the remote purchasing process is easier, and 73% would like to continue working remotely at least half the time.
Buyers are increasingly comfortable managing the purchasing process themselves, and this means sales professionals need to go above and beyond to provide value. Now, to improve the buying experience, they need to offer new and different perspectives . In fact, 80% of buyers say they are more likely to buy from a sales representative who makes them question their way of thinking.
As part of the study, LinkedIn identified a number of successful sales professionals who exceeded their sales targets by 25% or more. By comparing these professionals’ responses to their peers, they were able to identify the sales approach that best fits this new state of sales.
The most successful sales reps know when and how to engage with buyers and add value as part of a digital customer journey. They know how to apply data to understand changing buyer behavior and have rethought sales processes to put more emphasis on research.
The new state of sales is underpinned by an increase in technology spending and a shift in sales philosophy . The most successful salespeople not only employ new technology tools to identify and engage with potential customers, but combine them with a commitment to customer centricity.
Key trends in the state of sales
In the State of Sales report , LinkedIn identifies 6 major trends that are critical to understanding the sales landscape in 2021 and beyond:
Digital sales are a priority . Virtual has become the new bolivia phone number resource standard. 45% of buyers want to make purchasing decisions remotely. To achieve conversions, a new sales process must be adopted.
To keep up, investment in technology is a must . Sales departments are investing in more technological tools and using them more often. LinkedIn is taking a key role in digital sales.
Putting the customer first must be a philosophy, not just a technique. This is the only way to bring together the priorities of buyers and sellers, which are increasingly moving away from each other.
