Sales enablement trends inform sales reps about the most effective ways to sell during a specific time period. Think about it. Are you using sales tactics from the 1990s? Doubt it. It’s always important to keep up to date with the latest sales enablement trends to drive revenue and positive results. That being said, we’ve put together a list of the top 5 sales enablement trends for 2022 to help you:
- Improve your sales techniques
- Drive revenue and increase win rates
- Spend less time on admin tasks and more time on value-adding projects
1. Storytelling through video, interactive presentations, and visuals will drive sales
The key to driving sales in 2022 is to use interactive presentations, educational videos, and visualization tools like ROI calculators. Plus, during a time when face-to-face meetings are still a rarity, it’s important to consider how to effectively sell in virtual situations. So, interactive sales presentations that include videos are critical to the success of virtual sales meetings.
In fact, Cisco’s Visual Networking Index forecasts that videos will account for 82% of all internet traffic by the end of 2022. If your sales enablement strategy is lacking when it comes to interactive digital content, it’s time to audit your sales enablement tech. The right sales enablement tool will allow you to create immersive sales experiences that engage the buyer. For example, interactive presentations enhance the customer experience by 25% leading to higher levels of buyer engagement and sales.
Explore the unique benefits of interactive presentations by checking out our blog, Interactive Presentations Boost the Customer Experience by 25%.
2. Sales enablement software is essential to sales effectiveness
We would be remiss to talk about sales enablement trends and not discuss the importance of sales enablement software. According to Verified Market Research, the sales enablement software market size was valued at USD 1.7 Billion in 2020. Now, experts predict that the market size will grow at a CAGR of 19.14% to USD 7.3 Billion by 2028.
Now more than ever — and with virtual selling the new norm — it’s crucial for sales teams to have the right tech supporting their sales initiatives. Sales enablement software equips sales reps with the tools and skills they need to sell effectively. In fact, 76% of organizations achieve an increase of up to 20% in sales with the right sales enablement software.
Moreover, sales enablement software empowers sales reps to:
- Better manage, organize, and access the most up to date sales content
- Gain insight into real-time behavioral buyer data
- Track the buyer’s journey to provide the most relevant information
- Use dynamic sales content that adapts to the customer’s needs
3. Personalization tactics are key to driving sales forward
One of the main sales enablement trends we keep seeing over the years is personalization. Personalizing content so that buyers are engaging with highly valuable and relevant content is key to motivating buyers to make a purchase.
According to McKinsey’s Next in Personalization 2021 Report, 71% of buyers expect sales reps to deliver personalized content. Meanwhile, 76% of buyers become frustrated when there is no personalization during sales interactions. To maximize your time with buyers, start by personalizing your presentations. With the right tech, you’ll unlock potential in each sales interaction to narrow in on exactly what your buyer is interested in seeing.
For example, say you want to show a buyer how much money they can save by purchasing a product from your company, even if their yearly sales increase by only one percent. Thus, the best way to make a lasting impression is to personalize the customer experience and visualize their savings. To accomplish this, it’s best to use value calculators to illustrate the buyer’s potential savings in different scenarios. Let’s look at an example where buyers can gain a significant ROI by increasing their sales conversion rate with Prezentor. Input personalized criteria into the calculator such as:
- How many salespeople the buyer has at their company
- The number of deals each salesperson closes in any given month
- How much money those deals typically close for
- Their investment in the Prezentor platform
Then, let the calculator do the work and present the buyer’s unique potential savings and display the ROI right in real-time.
4. Leveraging sales enablement automation is no longer a “nice-to-have”
Sales automation allows sales teams to automate repetitive, manual, and time-consuming tasks to streamline the sales process. In turn, sales automation helps improve organizational productivity. So it makes sense that sales automation is one of the top 5 sales enablement trends for 2022.
Consider this. Sales reps spend only 30% of their time actually selling. And believe us when we say that they’re not spending their time binge-watching TV shows. Sales reps are busy from morning until night. So what are they spending all of their time on? Time-sucking admin tasks. Thus, sales automation is crucial to the efficiency and efficacy of sales teams. Sales automation allows sales reps to spend time focused on the buyer which:
- Increases the buyer’s likelihood of purchasing
- Drives revenue
- Boosts win rates
Therefore, sales automation is a non-negotiable for 2022. By easily automating time-consuming manual tasks, sales teams are better able to spend their time on value-adding projects.
4. Offer product demos to convert SQLs into customers
Product demos are a surefire way to maximize impact and motivate sales qualified leads to make a purchase. As a matter of fact, the average conversion rate for a product demo is between 26-40% depending on the industry.
In addition, product demos are easy ways to personalize the narrative to best serve the SQL’s needs and use case. For example, take a look at the video below highlighting the features and benefits of Prezentor.
While this video is not a demo (though you can click here to request one), it shows how our presentations can be personalized to fit the needs of your prospects. Prezentor allows for the personalization of:
- Specific customer calculations
- Emails including slides of special interest
- Customer branding
Identifying and converting sales qualified leads is critical to sales success, but doesn’t have to be difficult. With the right technology supporting your sales initiatives, you can maximize the impact of your selling tactics.
Find out why Prezentor users increase their sales almost immediately — schedule your demo today.