10 Trends Shaping the Future of Sales

With new tech like AI and automation, plus the ever-rising importance of data analytics and personalization, it’s easy to struggle to keep up with all the technologies available to modern businesses. 

Yes, there are some new tricks to learn, but they’re all manageable with the right approach.

In this post, we’ll discuss ten key trends transforming sales right now. We’ll walk you through each one, sharing real-world examples and practical tips on capitalizing on them. 

Let’s get started and ensure you’re taking advantage of the technological opportunities on offer in this modern era of business. 

1. Artificial Intelligence (AI) and Automation

AI and automation technologies have existed for years, but recent advancements, especially in generative AI tools like ChatGPT, are taking them to a new level. 

Vendors are rapidly integrating these technologies into their products, making sophisticated tools more accessible and practical for sales teams. 

If you’ve not engaged with AI and automation tools, now is the time to do so. 

The Era of Intelligent Sales

As AI becomes more deeply entwined into modern life, its sales benefits are becoming more obvious. 

Volgens een study by Pipedrive, 33% of sales and marketing professionals are already using AI daily, and a staggering 83% have implemented at least one new automation approach or technology in their sales process in recent years. 

The impacts are tangible. Sales reps using automation achieve their quotas at a rate of 9.8% greater than those with outside sales representatives. 

Enhancing Sales Efficiency and Performance

AI is set to transform sales in ways we’re just beginning to grasp. While AI has already made its mark, the coming decade will see it reshape how we interact with customers, make decisions, and drive revenue.

Here’s what’s coming:

• Smart Content Creation: Advanced AI built on systems like ChatGPT, will craft personalized sales materials, from pitches to follow-ups, tailored to each customer’s preferences.
• Precision Forecasting: AI will deliver highly accurate predictions of customer behavior and market trends, helping sales teams zero in on the most promising opportunities.
• AI Sales Assistants 2.0: These virtual helpers will handle complex inquiries, offer real-time product info, and even close straightforward deals autonomously.
• Emotion-Savvy AI: Future systems will analyze customer emotions during live interactions, allowing sales reps to adjust their approach on the fly for better customer engagement.
• AI-Driven Pricing: Algorithms will set dynamic prices based on individual customer data, market conditions, and competitor moves, optimizing both sales and satisfaction.

As these AI tools mature, they will become pivotal for sales teams looking to stay competitive. They will also become more intuitive, cheaper, and widely available. 

2. Data Analytics and Insights

Data has been the lifeblood of modern business since the early 2000s. 

In an era of higher customer expectations and fierce competition, sales teams must find smarter, more creative ways to use it to deliver better results.

Predictive Analytics and Sales Forecasting

Predictive analytics is an umbrella term for any tech-driven data analysis that involves predicting outcomes, with a market expected to reach a staggering $67.5 billion by 2032.

We’re now deep into the era of Big Data, where major companies like Walmart, for example, collect over 2.5 petabytes of data from 1 million customers every hour and use it to optimize product assortment and personalize the shopping experience.

In the B2B arena, AI is transforming traditional intuition-based sales into data-driven strategies. By leveraging machine learning and historical data, sales teams are uncovering high-potential leads that once slipped through the cracks. 

Unlocking the Power of Sales Data

Sales data tools are set for a major upgrade. We’re looking at BI, ERP, and AI joining forces to give sales teams unprecedented power. Here’s what’s on the horizon:

• AI-Boosted BI Platforms: BI tools like Microsoft Power BI use machine learning to spot trends, suggest the next best actions, and automate decisions. Imagine a dashboard that tells you which leads to prioritize and why.
• Predictive ERPs: Your planning software will do more than track resources. It’ll use AI to forecast market shifts, optimize inventory, and adjust sales strategies in real time. 
• Next-Level Analytics: AI will supercharge predictive models, creating hyper-personalized forecasts for each customer. Based on their unique buying patterns and market trends, you’ll know what a client needs before they do.
• Unified Data Ecosystem: Sales, marketing, finance, and ops data will sync seamlessly. You’ll get a 360-degree view of your business and customers without juggling multiple systems or reports.
• Conversational Data Queries: Forget complex database languages. You’ll ask your data questions in plain language, like “Show me our top-performing products in the Midwest last quarter.” AI will translate and deliver insights on the spot.

These advancements will help sales teams anticipate market changes, tailor experiences for each customer, and fine-tune strategies with pinpoint accuracy—often without much manual input at all. 

4. Social Selling and Digital Engagement

Social media has changed the game for sales, even for B2B sales teams. It’s not just about posting anymore—it’s about building real connections in the digital world.

Today’s top sellers are using platforms like LinkedIn, Twitter, and even TikTok to:

• Find new leads before they even know they need your product
• Show off their know-how and build trust
• Keep in touch with buyers in a way that feels natural, not pushy
• Spot trends and pain points as they happen

87% of sales reps agree that social selling is effective. This new way of selling works for both everyday consumers and big businesses. It’s all about meeting people where they are—online.

Leveraging Social Media for Sales Success

Social selling involves using social media platforms to engage with prospects, share valuable content, and build trust and credibility. 

It’s first best to diversify your social media strategies. Perhaps unsurprisingly, 70% of salespeople consider LinkedIn as the best medium for connecting with customers, followed by Facebook (38%), Instagram (31%), and YouTube (29%).

By establishing a strong social media presence across different channels, sales professionals can position themselves as thought leaders, demonstrate their expertise, and nurture relationships with potential customers. 

6. Changing B2B Models and e-Commerce

B2B sales are rapidly embracing digital platforms. This is driven by a new generation of decision-makers who expect streamlined, user-friendly purchasing processes at work.

B2B e-commerce is experiencing explosive growth. McKinsey found that up to 70% of B2B buyers are willing to spend up to $500,000 on a single eCommerce transaction. 

Even more impressive, there has been a remarkable 83% increase in those willing to spend above $10 million. 

To cater to these changing expectations, B2B sellers are investing in eCommerce platforms, self-service portals, and digital sales channels. 

Sales teams are adapting to this new norm. Their role is evolving from order-takers to strategic advisors, guiding clients through complex purchases while using digital tools to automate simpler transactions.

The Emergence of New Sales Models

As part of the rise of eCommerce, new technologies and shifting buyer habits are reshaping how companies sell to each other. Here are some key trends to watch:

• Seamless Multi-Channel Selling: B2B sellers are linking online and offline sales channels to give buyers a smooth experience, no matter how they shop.
• Flexible Sales Tech Setups: More businesses are using “headless” systems that let them quickly change their online stores without messing up the back end.
• Open Systems: Companies are using APIs to connect their sales tools, making it easier to adapt and grow.
• Subscription Products: Many B2B firms are moving to subscription models, offering ongoing services instead of one-time sales.

As we can see, B2B is somewhat converging with B2C eCommerce. Buyers want modern, digital purchasing journeys that diverge from traditional B2B sales processes. 

7. Selling Complex and Custom Products

Customers today want products that fit their exact needs, not just generic options. This has led to a rise in complex, custom-made physical products. Mass-produced items often can’t meet these specific demands anymore.

Deloitte found that over 50% of consumers express interest in customized products, which often command higher price points. This is another trend that shows B2C expectations converging with the B2B arena. 

This comes with a shift in sales processes and techniques. Sales teams need a deep understanding of materials, manufacturing processes, and the right tech to enable customizations from sales to design and manufacture. 

The Critical Role of CPQ Software

Luckily for the above, Configure, Price, Quote (CPQ) software has emerged as a key tool for supporting product customization.

CPQ enables sales teams to configure products accurately, generate precise quotes, and streamline the order process. 

By integrating CPQ with CRM, ERP, and other systems, businesses can create a seamless end-to-end sales workflow, making it easier for sales teams to handle complex and custom orders efficiently. 

Epicor CPQ has already helped companies like Xenith, CMTP, and NanaWall leverage CPQ to transform their sales processes, resulting in higher engagement, faster quote generation, and improved customer satisfaction. Discover more in our customer stories.

AR and VR For Immersive Selling

Het beste CPQ-software, like Epicor CPQ, offers AR and VR to enable customers to experience products in immersive digital environments. 

Major retailers are already investing in AR and VR tools. For instance, Wayfair’s “View in Room” feature allows customers to visualize items in their own spaces, and Pinterest’s “Try-On enabled” pin AR feature has been shown to boost conversions fivefold. 

AR overlays digital information in the real world, helping buyers visualize products in their own space. VR transports customers to virtual environments for unprecedented visualization. 

These tools are especially useful for:

• Demonstrating large or complex products
• Customizing items in real-time
• Providing interactive training
• Offering virtual store experiences

CPQ is a natural partner to AR and VR, as combined, these technologies bring complex products to life, creating a memorable purchasing experience that builds familiarity with the product. 

8. Customer Experience and Retention

Sales don’t end with a signature—it’s just the beginning. Smart businesses are shifting from a transactional mindset to a relationship-driven approach, recognizing that customer retention is the core of sustainable growth.

The impact of customer experience on sales success is immense. 90% van consumenten are more likely to repurchase after a positive customer service experience, and 83% of U.S. consumers believe good customer service is critical for brand loyalty. 

As reported by Zendesk, companies focusing on customer experience (CX) report a 60% higher profit than those that don’t. Moreover, 80% of organizations expect to compete primarily based on CX. 

This demands that sales teams craft journeys that not only satisfy but delight and surprise at every touchpoint. 

From the first interaction to post-purchase support, each moment is an opportunity to strengthen the bond between brand and buyer.

The Importance of Customer Retention

Smart sales teams are realizing that hanging onto customers is just as essential as finding new ones—maybe even more so. 

Bump up your customer retention by a tiny 5%, and you could see profits jump anywhere from 25% to 95%. Plus, it’s way cheaper to keep a customer than to search for new ones—about five times less expensive, by some estimates. 

But how do you keep customers coming back? It reverts back to AI and data analytics. 

By digging into analytics and really listening to customer feedback, sales teams can spot what customers want (and what bugs them) before it becomes a problem. 

9. Sales and Marketing Alignment

When sales and marketing work together harmoniously, the results can be transformative. Studies show that organizations with aligned sales and digital marketing teams achieve a 36% higher customer retention rate and 38% higher sales win rates.

Moreover, companies with tightly aligned sales and marketing functions experience 24% faster three-year revenue growth. 

By working collaboratively to develop targeted campaigns, generate high-quality leads, and nurture prospects throughout the sales funnel, sales and marketing teams can maximize their impact and drive better results.

Enabling Alignment through Technology

The key to aligning sales and marketing lies in integrating various technological systems. This integration extends beyond CRM and marketing automation tools to CPQ and ERP systems.

When these systems work together, they create a powerful, interconnected ecosystem:

• CRM tracks customer interactions and sales progress
• Marketing automation manages campaigns and lead generation
• CPQ streamlines complex product configurations and quotes
• ERP handles inventory, finance, and order fulfillment

By integrating these tools, businesses create a seamless flow of information across departments. Sales can access real-time inventory data, marketing can see which products are selling best, and both can collaborate on accurate, fast customer quotes.

This integration eliminates data silos, reduces errors, and provides a 360-degree view of the customer journey. The result is better coordination between teams, more informed decision-making, and, ultimately, an enhanced customer experience.

10. Ethical and Sustainable Selling

Today’s consumers are voting with their wallets, prioritizing ethics and sustainability in their purchases. This shift is reshaping sales strategies across industries:

• Ethical Imperative: A striking 88% of consumers want brands to help them make a positive impact through their purchases. This isn’t just a trend—it’s a fundamental change in consumer expectations.
• Price Premium for Purpose: Buyers are willing to pay a 9.4% premium for products that are sustainably sourced and ethically produced, opening new avenues for value-based selling.
• Transparency Sells: Sales teams are now storytellers, not just product pushers. They’re educating customers on supply chains, manufacturing processes, and corporate social responsibility initiatives.
• Authenticity is Key: Empty claims backfire. Successful sales strategies are built on a genuine commitment to sustainability and social good, backed by verifiable actions and impacts.

By aligning sales approaches with these values, companies aren’t just selling products—they’re partnering with customers to create positive change. 

Het komt neer op

Sales are evolving at a breakneck pace, driven by tech leaps, shifting customer needs, and new business realities. The ten trends we’ve explored aren’t just passing fads—they’re reshaping the core of how companies connect with and sell to their customers.

To stay ahead, businesses can’t afford to be spectators. They need to actively embrace these changes, weaving them into the fabric of their sales strategies. This means:

• Investing in cutting-edge tools that enhance customer experiences
• Upskilling sales teams to navigate this new landscape
• Reimagining processes to be more agile and customer-centric
• Aligning sales strategies with emerging trends like sustainability and personalization

The most successful companies will be those that view these changes not as challenges, but as opportunities. 

Cutting-edge technology, like CPQ, provides a valuable entry point into this new era of digitale transformatie. It equips businesses to sell complex, configurable products while supporting sales and engineering processes on the back end. 

If you want to learn more about how CPQ drives sales transformation, Epicor CPQ would be more than happy to give you a demo of our software. Contact us today to get started. 

Sales Automation FAQs

1. How does sales technology impact sales strategy and sales enablement?

Sales technology influences sales strategy by offering data-driven insights that help in decision-making and optimizing sales processes. In terms of sales enablement, it provides tools that allow sales teams to efficiently engage and convert prospects.

2. What role does sales leadership play in enhancing sales productivity within b2b sales teams?

Sales leadership is critical in driving the productivity of B2B sales teams by setting clear goals, providing guidance, and leveraging the right tools to streamline sales processes and improve team efficiency.

3. How can financial services organizations optimize their sales cycle using sales tech and customer success strategies?

Financial services companies can shorten their sales cycle by implementing sales tech that automates processes and provides valuable insights. Coupled with customer success strategies, this leads to faster deal closures and stronger client relationships.

4. What are the key responsibilities of sales management in driving sales excellence and customer success?

Sales management plays a pivotal role in achieving sales excellence by overseeing team performance, setting goals, and ensuring alignment with overall business objectives. Focusing on customer success further ensures long-term client satisfaction and retention.

5. How does sales training impact the effectiveness of different sales roles in the current sales landscape?

Sales training is essential for equipping individuals in various sales roles with the skills needed to succeed in the ever-evolving sales landscape. This training ensures that sales teams are up-to-date with the latest techniques and tools.

6. How do sales coaching and sales management work together to improve the overall performance of b2b sales teams?

Sales coaching complements sales management by providing personalized guidance and feedback to sales team members. Collaboration is key to improving the performance of B2B sales teams, helping them meet their targets more effectively in a competitive sales environment.