The Future of Sales: Trends and Changes for the Next Decade

The art of sales has slowly become more focused on technology and data than any intuitive or intrinsic skill that a salesperson might think they have. The advancements we see in the world of tech, artificial intelligence, machine learning, and more are altering how we sell.

Going hand-in-hand with these technological aspects are customer expectations. They have constantly shifted over the past decade, with an even stronger focus on personalization and customization and changes in how they make buying decisions. In just 24 months, there has been a 54% increase in the use of intelligence tools for sales tracking and pipeline, which is now used by 43% of salespeople.

These rapid changes to our industry pose challenges but, more crucially, opportunities for those working on complex deals. This article will look at the most significant trends in our industry and how you can empower your organization through the MEDDPICC framework and thrive through these changes. 

How The Sales Landscape is Always Evolving

The sales world has undergone massive changes in the past few years, primarily focused on the growth of digital technologies, a higher degree of data-driven decision-making, and having the customer placed more centrally than ever.

These digital transformations have led sales professionals to change how they approach selling, requiring a more formulaic, repeatable, and measurable way of selling. Advancements have boosted the use of data and sales frameworks in organizations, which has become an absolute standard if you want to stay competitive. 

The Most Impactful Sales Trends Over the Next Decade 

Artificial Intelligence and Automation

AI and automation have rapidly reformed the sales playing field and have shown no signs of stopping in the coming years. Sales and GTM professionals will rely more on AI-driven tools to help save time and resources on repetitive tasks, analyze customer behavior and data, and gain better insights that will be applied to their decision-making. Salespeople will have their time freed up from admin, which can give them more focus on high-value work like building relationships with advocates or strategic planning for long-term growth.

Remote Selling

The pandemic shifted and accelerated our sales to the digital space, which will be a continuous and significant trend going forward. While businesses continue to adapt to this new virtual selling world, sales professionals will have to get educated in the art of selling virtually and utilize digital tools that allow effective communication and relationship-building with prospects.

Customization and Personalization 

The writing is on the wall that customers expect a personalized journey built for their specific needs and journey. Sales and GTM organizations must tailor an approach with this in mind, taking on a more consultative approach and utilizing data and insights to understand their customers fully. By doing this, the sales professional can gauge a customer’s unique obstacles and challenges and build customized solutions around them. 

Customer Success as a Sales Strategy

Customer retention is becoming increasingly important, especially in this day and age of ARR (Annual Recurring Revenue). With this understanding, organizations are opting to push resources to reduce churn. Organizations will work even more closely with customer success divisions to prioritize their customers getting value from their products. This shift will lead to sales teams working in total synchronization with their customer success teams to build customer partnerships rather than transactional sales.

Social Selling

Platforms like LinkedIn are becoming a staple of sales professionals' daily activities. It can be a perfect way to engage and build relationships with customers and prospects, and a wide array of skills are needed to do so. Going forward, organizations will have to leverage their GTM and sales teams with social selling skills, allowing them to use these social media sites to connect with customers, create valuable content, and become a vocal voice in the thought leadership of their industry. 

How You Can Adjust to The Future of Sales 

To win sales, businesses must be adaptive and agile in a rapidly changing landscape. One way an organization can do this is by leveraging the MEDDPICC framework throughout its business. This enables a proven framework that helps GTM and salespeople align and collaborate through a data-driven approach, working on qualifying and closing high-value and complex deals. 

Through the MEDDPICC methodology, GTM and the sales team can: 

• Prioritize high-potential opportunities by qualifying and identifying the right prospect organizations based on their pain points and decision-making processes. 

• Heighten sales efficiency by going deeper into the customer organization, learning the decision criteria and who the economic buyer is, and cultivating stronger relationships with champions. 

• Utilize data and insights to build personal and customizable journeys for their prospects, highlighting and solving their unique pain with tailored solutions. 

• Create a strong understanding and relationship with key stakeholders, including champions and economic buyers, thus creating long-term customer success, retention, and advocates for the product. 

• Beat the competition by refining and adapting their sales approach through measurable data, constantly leveling up, and adopting a growth mindset. 

Are you ready to help elevate your organization and adapt to the thriving and shifting sales world? Enable a MEDDICC Mindset within your business, unlocking potential throughout your company and getting your entire organization in alignment.

The MEDDPICC framework can revolutionize your operations, giving you a repeatable and measurable approach to winning. Contact us today to get started on your MEDDICC Mindset journey. 

FAQ

What is MEDDPICC?

MEDDPICC is a sales methodology that helps sales professionals navigate the buyer's decision process and close complex, high-value deals. It stands for Metrics, Economic Buyer, Decision Process, Decision Criteria, Identifying Pain, Champion, and Competition.

How does personalization change the sales process?

Personalization involves tailoring the sales process to each prospect's unique needs and preferences, resulting in more meaningful interactions, higher customer satisfaction, and improved sales results.

What is social selling, and what can it do for sales professionals?

Social selling uses social media platforms to engage with prospects, share valuable content, and demonstrate thought leadership. It allows sales professionals to build relationships, establish credibility, and generate leads.