{"id":2017,"date":"2021-01-19T20:53:00","date_gmt":"2023-09-04T20:53:23","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=2017"},"modified":"2023-11-02T18:35:09","modified_gmt":"2023-11-02T18:35:09","slug":"8-sales-tools-and-tactics","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/eu\/blog\/8-sales-tools-and-tactics\/","title":{"rendered":"8 Sales Tools and Tactics That Are Changing the Game"},"content":{"rendered":"\n

Digital transformation in sales is promising to revolutionise relationships, sales tools, and tactics. Modern analytics are providing us with deep insights into the customer, and algorithms are telling us when they\u2019ll be most receptive to a call. AI is automating routine tasks and surfacing the best leads. <\/p>\n\n\n\n

The Salesforce Platform<\/a> is enabling anyone to create game-changing apps, even with zero experience. In other words, the sales landscape is changing quickly, and today\u2019s sales professionals need to be equipped with the tools and tactics to keep up.<\/p>\n\n\n\n

But what new sales tactics and sales processes are truly working, and what sales tools are taking customers to new and better places? <\/p>\n\n\n\n

To find out, Salesforce surveyed over 6,000 sales professionals from around the world for the annual State of Sales report<\/a>.<\/p>\n\n\n\n

Here\u2019s what we\u2019ve learned.<\/p>\n\n\n\n

Selling in a new world: 5 sales tactics transforming the sales process<\/b><\/h2>\n\n\n\n

The traditional sales process has been transformed by the new climate. Digital options like video conferencing, AI mobile sales apps, CRM systems, and insight selling have replaced face-to-face interactions. These new methods require new tactics. <\/p>\n\n\n\n

Here are some of the sales tactics used to boost conversion rates<\/b> in the new normal and beyond: <\/p>\n\n\n\n

1. The 80\/20 rule<\/b><\/h3>\n\n\n\n

As we\u2019ll see in many of these trends, the customer is the captain of today\u2019s ship. The days of the hard sell are over. We are now in the days of the hard listen. Many sales teams have adopted the 80\/20 rule. This means that they spend 80% listening to their customers and only 20% talking. <\/p>\n\n\n\n

2. Positivity personified<\/b><\/h3>\n\n\n\n

Many of today\u2019s sales strategies are driven by psychology, like the use of positive reinforcement. By identifying genuine, admirable traits in customers, sales teams can develop more authentic connections. <\/p>\n\n\n\n

3. Good attitudes transcend tough times<\/b><\/h3>\n\n\n\n

Using positive language and reinforcing positive thinking can often create a positive mindset in customers. This is especially important in times of crisis when doubt and uncertainty are prevalent. Many customers are looking for compassionate communication and more meaningful relationships. Even if they don\u2019t consciously realise it. <\/p>\n\n\n\n

4. Data-driven persistence<\/b><\/h3>\n\n\n\n

Digital transformation in sales has led to a wealth of data. Sales teams use this data to create a holistic view of their customers. Some teams are even leveraging data to understand how many times they should contact a specific lead, what channel they should contact them on, and when is the best time to follow up (within a minute after the first engagement is ideal!). <\/p>\n\n\n\n

5. Cater to the introvert<\/b><\/h3>\n\n\n\n

Not every customer is up for a quick chat. Sales teams are bound to run into their share of introverts. Luckily, digital transformation in sales has led to an array of new ways to contact customers. Whether it\u2019s through email campaigns, targeted ads, or chat, there are a variety of channels you can use to follow up with a customer. For instance, using email to go after introverted prospects is leading some businesses to big wins.<\/p>\n\n\n\n

Digital transformation in sales: 8 sales tools that are changing the game<\/b><\/h2>\n\n\n\n

The sales process is being transformed by new ways of selling and is being shaped by technologies such as AI. According to our trends report, 65% of top performers are using automated sales tools for quotes and proposals, as opposed to only 30% of underperformers. It\u2019s clear that top sales teams will continue to leverage technology to thrive<\/a>, while underperformers must try to close the technology gap.<\/p>\n\n\n\n

Here are some of the top tools for sales professionals today:<\/b><\/p>\n\n\n\n