Now, with the tools to do their job and the expectation for special database sales to work remotely and virtually, we can expect that the distinction between inside and field sales will virtually disappear in 2021.
1 - Work-From-Anywhere Culture Here to Stay
Again, from Forrester, we can expect remote work to surpass pre-pandemic numbers by at least 300%. And we’ll never return to a pre-Covid-19 workplace. Ultimately, we’ll probably settle on a hybrid work environment, with some people working entirely from home and others splitting time between home and the office. With a phone and internet access, a sales rep can work from anywhere.
2 - Even Greater Sales and Marketing Alignment
Account-based marketing has undoubtedly shown the value of sales and marketing working closely. Together, they can more effectively develop and implement programs that target buyers most likely to benefit from a company’s products and services and campaigns that speak directly to buyers’ wants and needs.
3 - Lead Quality Supersedes Quantity
Gartner reports that CMOs will spend more on lead production in 2021. At the same time, we believe lead quality will rise dramatically. That’s because of the increased focus on customer priorities and artificial intelligence (AI), which will benefit lead qualification and quality.
Digital Domination of the Sales Process
Digital is the backbone of our increasingly virtual world. It’s the power behind the tools that deliver a positive sales experience.
4 - Sales Videos Take Off
What field reps once needed to do face-to-face can now occur via video at the buyer’s convenience 24/7. Expect to see more explainer videos showcasing products and services, detailed demos and even client testimonials. Hand-in-hand with video will be more webinars and virtual online sales events.
5 - Automation and AI: Tools and technology have always been critical to inside sales reps, enabling them to communicate, share content with prospects, build strong relationships and, above all, sell. Although budgets will remain tight for a while in 2021, we’ll see companies investing more heavily in technology. Sophisticated technology is no longer a competitive advantage. It’s the cost of entry to today’s marketplace.
6 - Communication Beyond Email: Alternative platforms for customer communication continue to catch on as sales reps adapt to customer preferences. In addition to email, we see more effective use of text and MMS, InMail, chat and third-party apps like WeChat and WhatsApp.
7 - Focus on Omni-channel Outreach: On average, a B2B buyer will visit at least six channels during the buying journey. While companies need to go where the buyers are, it’s not enough simply to have a presence everywhere. Companies need to present a consistent brand an
