Lucrative B2B Trends That Will Boost Your Sales

Growth is critical to every organization, and the moves that reel in business are changing every year.  The right strategy can make or break your business and not only take you to the next level, but attract tons of new customers. 

With all the lists and reports out there already, we wanted to make your life easier, so we researched the most lucrative B2B sales trends for 2024 to help you boost revenue.  Read on to crush quota!  

Communicate Where Prospects Want

Most people want remote human interaction when exploring new products, but many prefer self-service options too. A self-service option could be a chatbot, online review pages, a FAQ page, social media, a free trial, or even a blog. As long as the prospect can access information and process it themselves without human interaction, remote or otherwise. 

Prospects want to choose how they interact with your brand, so the more ways they can choose, the better.  If you cover both preferences (remote and self-service), you’ll provide 65% of B2B customers with the communication channel they want the most. Allowing people to choose how they connect means making more deals. 

Related: B2B Sales Decision Maker Survey

It’s so important that you fill all of these channels so that you can reach your total addressable market (TAM) because restricting the channels of communication restricts sales.  A great way to create new channels between your brand and potential customers is to…

Related: How to use B2B Intent Data

Start or Increase Content Marketing 

Content marketing is not the explicit promotion of your product. Instead, content marketing creates value for the viewer that they can consume at any time. Marketing comes into play when the value from your content drives interest in your product. 

An example of content marketing would be a knitting tutorial. This kind of content will only drive interest in yarn suppliers right? 

Content marketing gets more popular every year, and for a good reason. It “puts you on the map” so to speak. It warms people up to you, your brand, and your product through podcasts, blogs, YouTube videos, books, etc. 

Extend your reach into your total accessible market by sharing content on various social media platforms. If a prospect finds a great amount of value in your podcast they’ll send it to their friends, colleagues, and their peers will share it with others. Voila, this domino effect illustrates the beauty of content marketing!

The key to maximum success with content marketing is that your content needs to align with what your market will look at. For instance, you can’t expect a recruiter to watch a YouTube video about accounting.

Additionally, content marketing caters to prospects that prefer to do their own research before contacting a sales team. It creates a knowledge base for why they need your product in the first place. Think back to the yarn example–if a prospect watches that knitting tutorial, they’ll want to buy the used in the video to make the same blanket. 

In our case at Seamless, if you’re trying to increase the results you get out of cold calling, you’ll need a list of contacts from Seamless in order to test out our cold calling tips from our blog. 

See what we did there? Content marketing is all about marrying valuable content with product interest and helping people do their own independent research. 

Talk About Problems 

Your prospect needs to know there’s a problem you can fix for them before they’re really sold on your product.  According to HubSpot the problem(s) you’re here to solve should be the start of your pitch every single time. 

People are more likely to buy a product that will solve a pain than anything else. So, sell the pain. 

Explain how much time or money your prospects are wasting in order to drive home why they need your product. Let them know how much better off they will be once they use your solution to fix a huge issue they’ve been having. 

The bells and whistles are great, but solving a problem is better. 

There is so much information out there to help you get ahead of the B2B sales game. But we hope this list narrows your strategy down to the key tactics that will help you the most for the remainder of 2024. 

Related: Ultimate 2024 Guide to B2B Lead Databases

Three Key Takeaways

1. Have as many channels of communication between the prospect as possible so capture every lead. 
2. Pump out as much content as you can, with the highest amount of value! 
3. Your pitch should start with the problem your product can solve. 

Related: B2B Email Outreach Templates

Additional B2B Sales Trends to Boost Revenue

1. Digital Transformation: Companies continue to invest in digital tools and platforms to streamline their sales processes, enhance customer experiences, and gather data-driven insights to inform decision-making. Tools like Autopilot from Seamless.AI are efficient and productive for sales team to grow their pipeline and boost sales.
2. Account-Based Marketing (ABM): A more personalized and focused approach to B2B sales, targeting specific high-value accounts with tailored content and solutions. Using buyer intent data and data enrichment, you can learn more about your prospect and tailor messaging to resonate better.
3. AI and Data Analytics: Utilizing artificial intelligence and advanced data analytics to gain deeper customer insights, predict buying behaviors, and improve sales efficiency. There are many new business AI tools that can help companies boost sales, but using them effectively is key to continued growth. Seamless.AI builds sales tools that are intuitive, efficient, and productive.
4. E-commerce Integration: Integrating e-commerce platforms into B2B sales strategies to provide customers with the convenience of online ordering and self-service options. Seamless.AI builds tools that integrate with other platforms and tools to get more out of it and increase sales growth.
5. Virtual Selling: Even post-pandemic, virtual selling will likely remain a significant part of B2B sales, allowing for more flexibility and cost savings.
6. Sustainability and ESG: Companies are increasingly considering environmental, social, and governance (ESG) factors in their B2B purchasing decisions. Sales teams may need to emphasize the sustainability of their products or services.
7. Subscription-Based Models: Transitioning from traditional sales models to subscription-based or recurring revenue models, which can provide a more predictable income stream.
8. Sales Enablement: Focusing on equipping sales teams with the right tools, content, and training to enhance their effectiveness and efficiency.
9. Content Marketing: Creating and sharing valuable content to engage and educate potential customers, establishing trust and authority in the industry.
10. Remote Collaboration Tools: Employing collaboration and communication tools to facilitate remote sales meetings, negotiations, and relationship-building with clients.
11. Customer Experience (CX) Focus: Prioritizing the customer experience to build long-lasting relationships and encourage repeat business.
12. Personalization: Customizing sales pitches, content, and interactions to meet the specific needs and preferences of individual customers.
13. Global Expansion: As the world becomes increasingly interconnected, B2B sales teams may explore opportunities for international expansion and cross-border sales.
14. Cybersecurity: Emphasizing the importance of data security and privacy to build trust with clients, especially in industries handling sensitive data.
15. Partnerships and Alliances: Collaborating with other businesses to create new value propositions and reach a broader customer base.

What else would you add to our list?

Related: Calculate B2B Sales ROI