Sales Enablement Technologies: The Future of Sales in 2023 and Beyond
Across all industries, sales enablement technologies are driving change in the sales process. From enhanced content alignment and control to data and pipeline management, sales enablement technologies are propelling sales efficiency and productivity.
While sales enablement tech increases sales effectiveness, it also allows sales reps to provide buyers with personalized and relevant content. In fact, 83% of B2B buyers expect organizations to utilize technology to create more personalized and better buying experiences. As we embark on a new year, sales reps must look at the sales trends that require sales enablement software. To help you optimize your sales process and effectively sell to buyers in 2022, we’re diving into the top sales enablement tech trends for 2022 and beyond.
30% of B2B sales cycles will be run through a digital sales room via sales enablement technologies
According to Gartner, 30% of B2B sales cycles will be mainly run through digital sales rooms by 2026. A digital sales room is software that is specifically designed to give buyers and sales reps a virtual place to communicate throughout the sales process. Inside the digital sales room, sales reps can share relevant content that buyers can engage with directly in the platform. Then, the sales reps can see in real-time which content a buyer is interacting with. From here, the sales rep will be better able to pinpoint and share the most effective pieces of content that will peak interest in the buyer and keep them engaged.
Because of these acute insights, experts predict that sales enablement technologies like digital sales rooms will help manage the customer life cycle. This suggests that it’s crucial to adopt sales enablement technologies that:
- Prioritize the customer experience
- Enhance buyer engagement
- Enable sales reps to better manage the sales pipeline
To discover additional ways to keep your buyers engaged through digital mediums, check out our webinar recording titled, How to Keep the Buyer Engaged Virtually.
80% of B2B sales interactions will be conducted
through digital and virtual channels
Experts predict that by 2025, 80% of B2B sales interactions will occur in digital channels such as video conferences, phone calls, and email. While this statistic is unsurprising, it tells us that now more than ever, sales teams need to amplify their tech stack to meet the needs of their buyers. Without advanced technology to satisfy buyer demands and expectations, the odds of losing a buyer to a competitor increase drastically.
Sales enablement technologies allow buyers to interact with content anywhere and at any time they wish, on nearly any device. With increased accessibility to sales collateral, not only can buyers engage with content no matter where they are, sales reps can also sell on the go. Through sales apps like Prezentor, sales reps are empowered to engage with buyers at any place and time via their mobile devices. So, whether on a phone call in the middle of an office building or checking emails in a coffee shop, sales reps can interact with any buyer anywhere in the world.
60% of B2B sales teams will prioritize data-driven
selling
Lastly, the right sales enablement technologies will equip sales reps with the ability to make data-driven sales decisions. Gartner predicts that by 2025, 60% of B2B sales teams will transition to data-driven selling. In the past, sales reps have focused on experience and intuition-based selling. However, these types of sales tactics don’t yield the same results as data-based selling. For instance, more than half of sales reps report leveraging data to make sales decisions when it comes to:
- Sharing content
- Targeting accounts
- Driving sales
With accurate data support selling initiatives, sales reps are able to:
- Personalize the buyer experience
- Capture sales data via interactive tools
- Deliver effective data-powered sales training
Read our blog, How to Enable Your Sales Team to Make Data-Driven Decisions to discover how sales enablement tools can jumpstart your data-driven selling practices.
Final thoughts
It seems as though with each coming year, sales processes become more and more digitally advanced. As we dive head-first into 2022, it’s important for sales organizations to stay up to date with sales trends and tools that will propel their selling capabilities. By adopting sales enablement technologies that enable you to maximize your digital selling initiatives, you’ll be able to:
- Gain a competitive advantage
- Increase buyer engagement
- Drive sales and increase revenue
So what are you waiting for? The time to transform your sales is now. Schedule a demo of Prezentor and visualize the unmatched potential of our sales enablement platform.