With 2020 right around the corner, there's no better time than the present to reevaluate your material handling company's sales strategy. Sales tactics that worked in the past may longer work in 2020. As we approach the new year, you can expect to see several innovative sales tactics being used. Below is a list of some of the top sales trends that will define 2020. By leveraging these trends in your logistics or supply chain company's sales strategy, you'll kick off the new year on the right foot.
Chatbots or Live Chats
While they were originally designed for use by B2C companies, chatbots have since found their way into the B2B industry. How does a chatbot work? Even if you're unfamiliar with the term, you've probably encountered a chatbot when shopping online. Many e-commerce websites use them to provide customer support. A chatbot is a program that converses with a website's visitors. Of course, it's not an actual customer service rep; chatbots are powered by computer algorithms. Assuming your B2B company has a website, you can deploy a chatbot on it to attract new sales leads and generate more sales.
As an alternative, you can also use live chat on your website. It allows you to communicate with potential customers right away. The only caveat is that someone has to answer if it alerts you that someone has a live question. It doesn't have to cost a lot or anything at all. One type of free software is tawk.to, a liv chat software that won't cost your company any money, and you get warm to hot leads right away.
AI Data Analytics
In addition to chatbots, the use of AI-based data analytics solutions among supply chair or logistics companies is expected to increase in 2020 and the years to follow. Rather than manually analyzing data for sales prospecting and sales lead generation purposes, material handling companies are now using AI-powered software to perform this task. It's a faster, more efficient and more effective way to analyze large amounts of data. As a result, sales reps can focus their time and energy in the right places for greater sales opportunities.
We've talked about the benefits of personalization in material handling sales previously on our blog, but it's worth mentioning that personalized sales messages will continue into 2020. Research shows that sales reps who personalize their sales messages generate nearly 20% more sale leads than their counterparts who don't personalize messages.
Another supply chain and logistics sales trend in 2020 is live video. According to Vimeo, 82% of internet users would prefer to watch a live video from a company than to read an article or other piece of text content. When compared to traditional prerecorded video, live video is more authentic, genuine and credible. The downside to live video is that it takes more work to produce than prerecorded video. Nonetheless, it can pay off in the form of increased engagement. Prospective buyers will spend more time watching your company's live video streams, which may compel them to contact its sales team.
Fresh Project Reports to use the Sales Trends On
Now that you know what you need to do to communicate with sales leads, let's put it to work. Project Reports are leads that have identified projects. Meaning, you get a short description of what the company wants and needs. You'll also know the project type, project stage and project value, all critical pieces of information that qualify the prospect. Add the contact name, phone and email and you're ready to go.
Now you can call them and use personalization and video to share your important company and product information to keep in front of them.
Fresh Sales Leads that Reflect Your Best Customers
If you've take the time to know who your best customers are, write down as much information as possible. Give SalesLeads a call and we can help you put together a targeted list that reflects your best customers.
Contact me at 800.231.7876.