销售在2021年至2022年之间发生变化的6种方式[+在接下来的6个月中的期望]

Change is unavoidable in sales. But these days, the pace of change is only accelerating, and new trends come and go at a rapid speed.

HubSpot调查了1,000多名销售专业人员，以更好地了解2022年的销售格局。这些强大的见解可以告知您的销售过程的各个方面 - 从pitchingto客户保留.

Read on to learn how to sales has changed from 2021 to 2022, and what to expect in the coming months.

1.在整个销售过程中与潜在客户进行更多互动。

Rarely do we make a sale at first contact with a prospect. In reality, it's a process that requires multiple touch points. After all, trust isn't built in a day. And in 2022, winning that trust takes even more effort than before.

根据Hubspot的说法2022销售策略和趋势报告，有33％的销售代表表示，它们平均与销售过程中的前景进行了2-4个互动。落后于落后，26％的代表报告了5-7个互动。

What's more,84% of sales professionalscommunicate with a prospect on 2-4 different channels (i.e., email, social media, text, live chat, etc.).

The trend is clear: a multi-touch approach is necessary to lay the groundwork for quality relationships in 2022.

2.现有客户优先于新客户。

多于四分之一的销售专业人员假设现有客户优先于今年找到新的客户。这暗示了销售中一个简单的事实：客户的收入潜力在销售点之后不会停止。

So how are sales reps prioritizing existing customers? Mainly through畅销和交叉销售.

几乎90% of sales professionalstry to upsell their customers. As a result, almost half of companies report最多30％他们的收入来自销售。

关于交叉销售，80％的销售专业人员使用这种策略。42％的公司请参阅11-30％他们的收入来自交叉销售。

3. Building trust with prospects became more crucial.

What's the biggest change sales reps are seeing in their field? The growing importance of building trust with prospects. So much so,54％的销售专业人员感觉这种变化正在影响他们的角色。

尽管信任是销售的关键要素，但购买者距离更多选择和信息仅几秒钟。现在，销售人员比以往任何时候都必须学习如何建立对潜在客户的信任。

Let's take a look at how to do just that:

According toour report，建立信任和融洽关系的最佳方法是专心和订婚。这涉及提问和积极倾听.

The second best strategy is staying positive (35%), followed by finding common ground (29%).

4. More personalization with sales communication.

No two prospects are the same. They have different goals, needs, and pain points. So why would you use the same script? For example, if your sales pitch is so vague that it applies to everyone, it won't resonate with anyone.

In 2022, personalizing your sales communication is a must. In fact, more than四分之一的销售专业人员相信个性化是今年销售领域的最大变化。

虽然个性化需要更多的研究，但这种方法使潜在客户更容易看到您真正了解他们的问题。如今，解决客户的问题更重要than selling the bells and whistles of your product.

5.销售和营销之间的一致性更大。

销售和营销是同一枚硬币的两个方面。然而，当他们无法共同努力时，这会导致收入损失，客户体验差和浪费预算。

According to45％的销售专业人员，在2022年，一致性营销和销售变得更加至关重要。也就是说，只有23％的人说这两个团队在他们的公司中“非常融洽”。bob全站app

当然,增加合作销售in marketing is no small feat. But salespeople at companies with aligned teams表现更好。On top of that,28％的销售人员说它可以改善客户体验，并26%report stronger lead quality.

One of the easiest ways to align these two teams is with your trust CRM. In fact, a staggering79％的销售专业人员假设CRM在改善销售/营销一致性方面非常有效。

6. Leveraging CRM to its full potential.

These days, a new app or widget seems to emerge every week promising to make sales reps more productive and efficient. While some are more effective than others, one piece of tech is here to stay:CRM软bob电竞官方下载件.

In fact, a whopping83% of sales professionals说他们的CRM对销售过程很重要。更具体地说，它可以帮助他们跟踪潜在客户，在一个中心位置组织数据，甚至可以改善客户保留率。

On top of that, top-performing salespeople有更高的信心在他们的CRM数据中，其比对应物。换句话说，销售绩效与高质量数据之间存在明确的联系。毫不奇怪22% of sales leaders希望今年将其CRM充分发挥作用。

最后的想法

From increased personalization to more touch points in the sales process, an overarching trend is clear: prospects are seeking stronger relationships with their sales reps. With the right strategies in place, you can offer a highly personalized experience that builds trust and rapport.