4 Sales Trends of 2019 You Need to Know About

Published 02/04/2019

Thanks to new technology, and old, the world of sales has seen rapid change in just a few years. As the tides of the sales world change, so should your techniques. Staying up to date on the latest sales trends will help even the best salesman stay on top of the game. So, what are the most important sales trends in 2019 to know about?

1. You’re now selling to a new generation: Generation Z

Generation Z is composed of anyone born from the mid-’90s to the mid- 2000s, with the oldest being in their early 20s. According to Millennial Marketing, Gen Z currently make up about $29-$143 billion in direct spending and are on track to becoming the biggest generation of consumers by the year 2020.

You may be wondering how this affects sales. Gen Z may be similar to other generations in many aspects, but they are also very different given how they grew up with instant access to incredible technology. Smartphones have provided them access to social media, online shopping and more on a daily basis, exposing them to the problems of the world, as well as an endless amount of marketing efforts from brand after brand trying to capture their attention.

The more you learn about this generation and what they care about, the easier it will be to find the best approach to sell to them.

2. Relevance trumps personalization

You always hear people pushing you to personalize your messages. Yes, sure, that’s great and all, but frankly that’s just not enough these days. Now, it’s all about the relevance of the message, though that is not to say you should abandon personalization. If the content isn’t relevant to your audience, they probably won’t pay much attention to it.

When crafting your sales pitch, not only should you personalize it, but you should make sure it’s relevant to your prospective client. If they aren’t in need of the services or product you are selling, they aren’t going to want to buy it. Familiarize yourself with their situation and craft your content in line with that. Ask yourself, what are their needs? Then you can get right down to it with them and show them why your product or service is their best option.

3. Omnichannel Sales

One of the most important things to remember as a sales rep is that you must be where the buyer is. Another example of Gen Z influencing how we craft our sales tactics is their expectation of an integrated experience across all of a business’s channels.

New generations have numerous devices at their fingertips and often research products and services in depth before making a purchase. Now that tech has advanced so much, it is easier than ever to personalize your marketing efforts be it a personalized video, direct mail, a LinkedIn message and more. Providing customers with a seamless shopping experience, from online, by telephone or in a brick-and-mortar location, is key to customer satisfaction.

It’s important to remember that all omnichannel experiences will use multiple channels, but not all multi-channel experiences are considered omnichannel. You may have amazing social media campaigns, a well-designed website, and fantastic mobile marketing, but if they do not work together, it is not omnichannel.

4. Artificial Intelligence

The more you know your subject, the better you are able to personalize your offer to their circumstances. Artificial Intelligence can help you learn about your prospective buyers faster than ever.

AI has the ability to analyze large amounts of data in a very short time, which can help you personalize your sales strategy in a more efficient manner. You may think that AI isn’t accessible to you, but more and more sales tools are implementing features based on AI, such as prospecting tools and CRM tools. Use it to help with forecasting, price optimization, scoring leads and more.

To continue to improve productivity and overall sales, it’s imperative to stay up to date on trends and using new technologies and strategies.

If you’re itching to put your sales tactics to use, apply to become an ISO/Agent today with Beacon Payments. Let us build your book of business with you.

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