In our last text: Online Events: 8 Mistakes to Avoid, we talked about how the beginning of the year is a period of rethinking strategies, but this phase is also important to define a new plan.
A Amplifica Digital hopes that this year will be successful for your company. For this reason, we have brought some trends for 2022 that can influence and impact the B2B market, so that you can create your planning in an informed way. Enjoy reading!
Sales in a hybrid world
In view of the last few years, sales trends for 2022 point to hybrid-mode relationships. Even if the cases of contamination by Covid 19 decrease, we will, of course, return to doing many activities in person, but at the same time, many others will continue to be online.
For example, even in B2B sales, many deals will continue to be closed remotely, as customers have adapted to this model and see no point in returning to the practice of the past.
B2B will be firm in digital
In recent years, we have followed the increase in the digital presence of several segments. 2022 will be no different, the market and sales trends are digitally driven, this includes B2B-related businesses.
Investment in cybersecurity and data protection
The pandemic popularized the hybrid work model in 2021. In parallel, the lack of investment in cybersecurity and the vulnerabilities associated with remote work increased the numbers of cyber attacks. Most of the attacks aim to capture data from companies with an extortion interest.
In this way, it is intuitive that in 2022 companies will invest more in data protection and cybersecurity to safely adapt to a new sales moment.
Social Selling gains more space
In free translation, Social Selling means social selling, and it's nothing more than using networks like LinkedIn, Facebook, Twitter, and Instagram to generate relationships with your potential customers. In other words, Social Selling is the process of prospecting potential customers and engaging with them on social media in order to generate sales.
After the increase in investment in digital marketing in recent years, there is a need to review the strategies for using these sales channels. Customers are increasingly looking for information online before closing a purchase and Social Selling needs to play in their favor, in a much more mature way.
Using Artificial Intelligence to Drive Sales
Artificial intelligence is already present in our daily lives, but in 2022 AI software will prove to be fundamental in helping commercial teams in essential processes and tasks. Artificial Intelligence makes it possible to gather valuable information about prospects that can be used to develop marketing strategies, offer suggestions to customers and make predictions that help to plan more securely, thus ensuring greater productivity.
Most present technology in the B2B sector
Regardless of the solutions or products offered, the B2B sector will have greater investments in technology in order to maximize sales potential. Leaders should seek to use Artificial Intelligence and other technologies to streamline processes and improve customers' shopping experience.
B2B sales automation
By using more technology and artificial intelligence for process automation, salespeople spend fewer hours on bureaucratic tasks. For example, replying to an email, clearing the appointment-scheduling maze, or updating your to-do lists while the clock ticks.
Sales automation will eliminate time-consuming tasks that could be used to improve service quality, qualification, or even close a sale that has been put on hold for a variety of reasons – many of which are related to lack of time to take care of it.
B2B Sales will be based on value
Value-based selling is a strategy in which companies focus on showing customers the benefits they will gain from the acquisition. Changing the focus of sales is a big trend for 2022.
Predictive analytics in B2B sales
Predictive analytics covers a variety of techniques data mining statistics, predictive modeling and machine learning. In addition, they analyze current and historical facts to make predictions about future or unknown events. It is therefore crucial for B2B sales, as sellers need to analyze an ever-increasing volume of data. Therefore, there is no way to classify information without the help of analytical engines provided by business intelligence tools. With a predictive analysis it is possible to identify opportunities and avoid previously ignored risks.
These are the main trends for sales in 2022, take the opportunity to apply them in your company's strategies.
How about a Digital Marketing consultancy to X-ray your company's digital environment for this new year?
