Danny Wong says, “Understanding the trends in sales is half the battle when it comes to designing a plan of action. Keeping up with the news also encourages everyone to stay flexible in a quickly changing world. You’re fighting to schedule yourself in customers’ already filled calendars, and the people that you need to reach are always the ones who have the least time to give. To truly understand where the opportunities and challenges are, it helps to identify the patterns the B2B industry is seeing across the board.

Independence in business

Hopefully, you’ve already noticed this trend already, but it’s probably the biggest one you’re facing. No longer do clients feel that they need to seek out the help of a salesperson because they can find what they need on the Internet. Brands are also aggressively marketing themselves, so most companies are struggling to be heard above the noise. Salespeople today have a reputation of being both untrustworthy and unreliable, so one tip would be to focus the encounter with the buyer. Share concrete examples about how your customer’s company can benefit from your products and services. In other words, frame the sale as a way the buyer can take a more active role in strengthening their business — not about how you can line your pockets with a fat commission“.

6 Major Trends in B2B Sales

Business.com

Sharing is caring