4 Emerging Digital Selling Strategies That Are Destined To Become Best Practices

Published on December 1, 2023 by Sawyer Middeleer

4 Emerging Digital Selling Strategies That Are Destined To Become Best Practices

In the rapidly evolving landscape of digital selling, staying ahead of the curve is the only way to ensure your business doesn't fall behind. As customer behaviors and technological advancements shift, so too must our strategies for engaging and converting prospects. For B2B sales organizations aiming to drive growth in a digital-first world, embracing cutting-edge selling strategies isn't just recommended—it's essential.

Here are four emerging digital selling strategies poised to revolutionize the B2B sales process and become the best practices of tomorrow.

1. Account-Based Everything (ABE)

Account-Based Everything (ABE) is a strategy that builds on the principles of Account-Based Marketing (ABM) and Account-Based Sales (ABS). It represents a fully integrated approach between the sales, marketing, and customer success teams to deliver a seamless and highly tailored experience to high-value accounts.

ABE calls for creating hyper-personalized campaigns and sales efforts targeted specifically at key stakeholders within a target account to resonate with their unique challenges and objectives. The granular focus of ABE allows for micro-targeted messaging that weeds out low-potential leads, aligns cross-departmental efforts, and treats each account as a market of one.

The Practice:

  • Data-Driven Insights: Utilizing advanced data analytics to understand the deep needs and behavioral patterns of target accounts.
  • Omnichannel Outreach: Leveraging multiple digital platforms to ensure that messaging reaches all relevant stakeholders within an account.
  • Dynamic Content: Creating customized content that addresses the specific pain points and aspirations of each stakeholder.

2. Social Selling Evolution

Social selling has long surpassed being a buzzword and is an essential arrow in the digital seller's quiver. It's an evolving strategy that incorporates social platforms to identify and engage prospects through value-driven interactions. However, as the ethos of social selling evolves, we're seeing a transition from simple social networking and content sharing to the integration of social intelligence—using AI-based tools to weave deeper insights and predict buying signals within social networks.

The Practice:

  • Infer Analytics: Harnessing AI tools to identify prospects exhibiting buying signals based on their digital activity.
  • Content Personalization: Crafting and sharing content that's not just relevant but predictive in addressing a prospect's next challenge.
  • Networking through Value: Building relationships by consistently offering value, becoming a thought leader on whom prospects can rely.

3. Sales Gamification

Sales gamification introduces game design elements into the sales process to motivate and engage sales teams. It relies on competition, cooperation, and rewards to drive activities and behaviors linked to sales excellence. The sophisticated tools for implementing gamification use real-time analytics that can gamify not just the quantity of sales activities but also the quality, measured by customer engagement levels, conversion rates, and more.

An exciting layer emerging in sales gamification is virtual and augmented reality (VR/AR), offering simulated environments for reps to practice pitches and handle objections in scenarios indistinguishable from the real world. This tactic is not just a practice tool but could become an element of the remote selling process itself.

The Practice:

  • Engagement Dashboards: Tools that display key performance metrics in a game-like interface, complete with leaderboards and achievement badges.
  • VR/AR Training Modules: Immersive training setups for reps to practice and hone their selling skills.
  • Performance Rewards: Tangible rewards linked to achievement, motivating reps to push for higher levels of performance.

4. Predictive & Prescriptive Selling

Predictive selling utilizes data analysis and predictive analytics to forecast prospect behaviors, sales trends, and potential outcomes. This approach is about anticipating the needs and actions of prospects and clients using advanced data sets and modeling.

Emerging from predictive selling is prescriptive selling, which not only predicts outcomes but also recommends specific courses of action to sales reps. Think of it as a navigational aid that doesn't just forecast what a prospect may do; it suggests how to engage them to drive positive outcomes actively.

The Practice:

  • AI-Driven Forecasting: Leveraging AI to sift through vast amounts of data predicting which leads are most likely to convert and why.
  • Dynamic Playbooks: Utilizing a set of strategic recommendations dynamically generated for each sales situation and prospect interaction.
  • Real-Time Adjustments: Systems that prescribe alterations to sales tactics in real-time, constantly steering interactions towards optimal conversion paths.

Conclusion

As technological advancements redefine what's possible, digital selling strategies must evolve in tandem. ABE, the next wave of social selling, gamification, and the predictive-prescriptive selling axis are not just fleeting trends. They represent a deep and essential shift in how B2B relationships are cultivated and transactions are made.

Adopting these practices may require a mix of organizational culture shifts, technology investments, and process redesigns, but the potential rewards of enhanced engagement, efficiency, and effectiveness in sales are undeniable. As the competition intensifies, these emerging strategies stand as beacons, guiding the B2B sales sector towards a future where best practices are defined by relevance, personalization, and predictive power. Successful integration of these strategies not only streamlines the sales process but also creates a more dynamic, data-driven environment that can provide exceptional value to both sales professionals and their clients.

For B2B sales organizations like yours, keeping up with these strategies or enlisting platforms like Aomni that can streamline their implementation could be the difference-maker in the ever-competitive marketplace. Remember, the best practices of the future are seeded in the forward-thinking strategies of today.

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