10 Sales Techniques You Need in 2021

by Lee Gladish in May 17th, 2021

It would be an understatement to simply say that there’s been a lot of changes over the last year, in general and in the workplace. So many of us got used to Zoom and WFH quickly and settled into new routines. With the continued reality of COVID-19 restrictions and social distancing, sales reps will have to continue innovating. 

Interestingly, today the sales processes have expanded dramatically and it takes 22% more time for sales to get converted than it took five years ago. And this is why businesses are engaging more using social media. Since today 89% of the B2B buyers are present online, it gets easier to maintain communication with them. Due to the conversions taking longer to be successful, most of the sales opportunities get crushed. Hence, businesses try to adapt to the ways that are preferred by the consumers. This has lead to the evolution of sales techniques too. 

Here, we’ll discuss how you can stay one step ahead with these key sales techniques for 2021. 

1. Perfect your online and async communication

Even before COVID-19, the traditional in-person sales meeting wasn't time-effective for many clients. Instead, they did and do expect sales reps to connect with them on various social media platforms. Sales reps should devise strategies for both private messages and on-camera connection tools, like Zoom or Google Hangouts. 

The key word for this sales technique is strategies. That means planning when to run demos live or send a recording of yourself for asynchronous connections.

Emails are still a useful sales tactic in that regard. But they should also provide value to clients each and every time. That means that you should send fewer communications, and each one you do send should offer insights that reward clients for opening them. 

2. Don’t use virtual convenience to skip relationship building

When you, your teammates, and your prospects are all busy, it can be tempting to simply connect with written communications. But according to sales training company Liinea, that isn't the only method for building client trust. 

What’s another way? Talking with clients on the phone or via video chat. 

Finances Online and McKinsey note that 76% of buyers like to connect with sales reps on the phone before purchasing a new service or product. That percentage decreases for repeat buyers, perhaps because trust has already been established after those initial voice-to-voice or video-to-video conversations.

3. Create interactive experiences for clients 

Interactivity is key to engaging clients in virtual meetings. You want to make sure that you aren’t overwhelming clients with information but instead offering them only relevant information. That means asking them open-ended questions, engaging with game-like applications linked to your products, or inviting them to think critically along with you. 

This strategy encourages you to create changeable presentations for each client, rather than presenting the same information regardless of clients' needs. According to Gavin Finn, President and CEO of Kaon Interactive, this type of interactivity also increases their “knowledge retention and enthusiasm.”

4. Automate any sales task you can

Automation for your everyday tasks might be the one of the most popular sales techniques this year. Entrepreneur suggests investing in software that allows sales reps to spend more time engaging with clients, rather than guiding them through mundane sales processes. In the next few years, AIs are expected to perform an increasing number of basic sales tasks. 

Sales reps should use AIs to collect valuable information, including buying trends that help them prepare marketing campaigns and even individualized information about a client’s buying habits to make personalized recommendations. 

5. Offer expertise, insights, and personalization—not sales pitches

All of these recommendations tie into this last one: to make every interaction with a client valuable. Sales reps should use the time they save in commuting and performing basic tasks to offer each client unique insights and personalized recommendations. If a client feels that they have a relationship with a sales rep that’s built on trust and usefulness, they’re that much more likely to buy.  

6. Create your ideal customer personas

Businesses must not lose out on revenues anymore due to the lack of qualified leads. The time and effort that are invested by the sales reps must be fruitful and resourceful. There might be several instances of leads going to waste and hence it is always advised to create Ideal Customer Personas (ICPs) that are aligned with your business needs. The ideal customer can be defined through demography, preferences as well as personality. With having the profile being created, it will be easier to target more customers and reach out to better audiences. By using the right B2B sales strategies, the resources will not be wasted anymore on lead generation and leads won’t turn dead during the process of outreaching.

7. Nurture leads on social media

With the help of the resources, you have now got your hands upon the leads; you must now know how to nurture them well. It is time you get down to business using the right sales methodologies and proper engagement. Today, companies are more focused on increasing their B2B sales outreach by 50%; all while spending 33% lesser. This is done by staying on top of social media interactions. As most of your leads are spending their time online, try understanding what they talk about, what they think, and how to react to specific scenarios. You can ideally map your engagement with them and reach out to them effectively.

8. Stay aligned with the marketing team

It is true that marketing and sales can never be on the same page. But they should be. Marketing is always needed by the sales as it essentially analyzes the entire process like the way you work and whether it will help gain the leads. According to research, the organizations that have their sales and marketing departments strongly aligned, witnessed an increased sales win rate of 38% and even higher. When the teams are synchronised, your B2B sales are sure to go up as their goals are supported and backed by the marketing strategies. This helps boost the efforts of both departments.

9. Follow up with cold leads

B2B purchase cycles are getting longer these days and this is the opinion of about 54% of the buyers. This mostly happens when the leads that you are engaging with today are not completely ready to buy until a very long gap occurs. What is it that reps can do about it? Such leads should not be wasted and must be followed up while maintaining a proper time frame. It has to be checked using the B2B sales strategies and tactics if their status has improved or if they are genuinely interested now. 

10. Always be far-sighted

Sales reps can be near-sighted when they have the tendency to close the sales sooner and faster. This is not really wrong as it makes the process shorter and simpler but in this course, one must not be too pushy. The B2B sales today rather emphasize on building relationships and trust with the prospects and the goals will ultimately get met. When the calls are closed, the reps must focus on keeping their customers satisfied and contended, ensuring them a better future ahead.

Practice these sales techniques in 2021

All of the key sales tactics of 2021 revolve around creating a balance of virtual convenience and person-to-person relationship building. Clients are certainly willing to save time and effort by forgoing in-person meetings. However, while both clients and sales reps appreciate the ease of online communication, these virtual time-savers can’t substitute for human connection or individualized knowledge.

Practice these sales techniques in 2021

All of the key sales tactics of 2021 revolve around creating a balance of virtual convenience and person-to-person relationship building. Clients are certainly willing to save time and effort by forgoing in-person meetings. However, while both clients and sales reps appreciate the ease of online communication, these virtual time-savers can’t substitute for human connection or individualized knowledge.

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