B2B sales have gone through a lot in the past decade. AI (and enablement tools in general) can act as a crutch for SDRs. For B2B companies worldwide, 2020 has been a year full of unpredictability and heightened uncertainty. B2B Sales Trends 2020 1. These are the B2B sales trends to watch in 2021. Now, however, with a potential recession looming, budgets are in flux. JANUARY 13, 2020 In addition to the continued growth of salestech, B2B sales teams have embraced wider trends in consumer behavior. 7 B2B Marketing Trends to Embrace in 2020. Last December, Max Altschuler at Saleshacker predicted the rise of omnichannel sales, stating that the “best sales reps today just understand that they need to be where the buyer is.”. It’s virtually impossible to be personalized and targeted with your messaging while still being able to do it at the scale most sales development teams need. The SDR role is more automated now than ever, and that's...a good thing?We're not sure. 14 B2B Trends for 2020/2021: Future Forecasts You Should Know Marketers and business professionals generally see B2B and B2C industries to have a wide gap between them. And the employees who have risen up through the sales development ranks are the new VPs of sales, Heads of Marketing, and CROs at their companies. A power-shift is underway to the benefit of the B2B customer. AI is helping reps save time, make smarter decisions, and focus on one thing: Generating top of funnel opportunities Like all good things, there needs to be a balance. B2B companies are now looking for ways to make customer experiences as engaging as those of their B2C … Marketing and sales align… Here are two staggering trends in B2B ecommerce which are having a massive impact in 2020 as the COVID pandemic forces people to work from home: Amazon Business is projected to double its revenue from $10B in 2018 to $20B in 2020. Thirty percent more organizations will shift toward audience-based structures … B2B sales trends in 2020 are going social The estimates show that about 223 million Americans are active on social media. We can expect the global B2B eCommerce sales are to reach over $6.6 trillion by 2020. Unfortunately, only 57% of B2B companiesare confident that they meet those demands. Thanks for subscribing! But it's also not as hard as you might think. You don't have to post daily. You don't have to run a live show. You don't have to be part of every online community.What you DO have to do is add value to the community with every post you make, comment you leave, and connection request you send.Building that credibility and authority through your activity takes a concerted effort, but it's how the best SDRs are separating themselves from their peers. Fantastic! B2B sales forces have seen major disruptions in 2020 due to the prevalence of their customers and prospects working from home. When asked to report their top marketing objective(s) for 2020, surveyors indicated that ‘converting leads to customers’ and ‘increasing sales leads’ are most important. Now it involves elaborate outreach account-based marketing campaigns. Amidst all of the turmoil and chaos, we picked out 10 different trends that have shaped B2B sales development - both this year and for the future. As the B2B eCommerce is snowballing, most companies are interested in investing in the B2B … Direct mail and gifting are increasing in popularity - we saw tons of 'WFH Starter Packs' sent out in March & April, and they were joint efforts between sales, marketing, and sales dev. 5 B2B sales trends that will affect your 2020 sales goals We scoured the digital world for reports, statistics, and trends from 2019 for the following sales trends. Nowadays, prospects can find out pretty much anything about your company online.Well before they get in touch with an SDR.So when they do talk with someone and it's just a recap of the info they already know, they're not compelled to keep talking.But if you can tell them something they CAN'T find online?You've hooked them Most SDRs regurgitate information from company websites, brochures, datasheets, etc.But the best SDRs know that templated pitches won't cut it with modern buyers.To compel someone to take a meeting, you have to show them something they haven't already thought of or read themselves. 2020 B2B Marketing Trend #3: Sales and Marketing Alignment In the minds of B2B buyers, the line between marketing and sales continues to blur. They're learning more about their target industry/company/prospect and having meaningful conversations with their prospects. They're becoming partners, not just SDRs.In the end, these long-term relationships have major impacts on your revenue - they convert more often, move through the funnel quickly, and are more likely to offer up referrals.Focus on the long-term and watch your team flourish. Buyers continue to do more of their research online, so your marketing must take on more of the work of traditional prospecting and consultative selling. Whether it’s digital lead generation, streaming connections, online information or the growth of B2B e-commerce, the pandemic is accelerating the evolution of B2B sales. A look at the 4 most-predicted B2B sales trends in 2019 1. They bring strategic direction and alignment to the organization in a way that other departments can't. The marketing and sales alignment debacle has been on the mend in recent years with a greater focus on communication, qualifying leads, and hand-offs. A brand online - they ’ re the face of budget uncertainty, some marketers. 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