Start Off 2018 Right With These Key Focus Areas
Happy New Year! I hope you’re well rested after the holidays because 2018 is going to be a year of exciting new challenges and changes in your approach to selling.
If you haven’t embraced the digital transformation, then get ready, because you’re in for a wild ride. According to Sales Hacker, 700 new SaaS sales tools were released in 2017, and that trend shows no sign of slowing this year.
With so many new technologies available to both the buyer and seller, it can be difficult to decide what to focus on in 2018, especially early in the first quarter to set the tone for the rest of the year.
Here are the four key areas to focus on to start your 2018 off right.
Is automation and AI going to play an increasing role in the B2B buying process? Absolutely. In fact, IDC FutureScape predicts that 75% of teams will use AI in one or more of their business applications or services in 2018. However, while automation can improve business results, it’s no replacement for fostering relationships through human-to-human interaction. Successful sales teams will need to find a balance between using AI to make data-driven decisions while creating emotional engagement through personalization at scale.
In a study conducted by Feedback Systems with over 300 sales professionals, 61% of organizations using social selling as a part of their strategy report a positive impact, yet 41% of organizations are not engaged in a formal social selling strategy. The importance of social selling is set to increase dramatically in 2018, especially as new policies such as the General Data Protection Regulation (GDPR) in the European Union restrict other means of contacting customers and gathering their data.
In 2018, American adults are expected to spend a daily 3 hours and 23 minutes on their mobile devices, up over an hour from 2013 with the trend expected to steadily rise. In total, users spend more than 69% of their media time on their smartphones. Selling through mobile channels is imperative in reaching potential buyers as well as producing the kind of sales content they are more likely to consume.
Use of video in all stages of the buying process will continue to rise in 2018. A whopping 79% of all global consumer web traffic is expected to come from video in 2018 alone. By 2020, mobile video consumption is expected to grow 11x, making up 75% of mobile data traffic. The reason is clear: video offers an engaging, effective way to connect with buyers and convey information. HubSpot reports that 43% of buyers want to see more video content in learning more about products and companies, while more prospects expect video content to answer their purchase questions throughout the buying process.
Video can also help address the challenges of personalization, social selling and mobile friendly selling. To learn more about the benefits of incorporating video into your sales process, schedule a consultation with our Videolicious digital selling experts and discover how easy it is to empower your sales team to produce high-quality, personalized video content.
Posted on January 2, 2018