As with every year before it, 2023 will have its own special problems and adjustments, and the sales environment isn’t immune to those types of changes. 2023 will have its own unique issues and changes, just like every year before it, and the sales environment isn’t immune to those kinds of changes.
Offer freemium packages
Have you ever tried on shoes before purchasing them? Ever tried a Costco food sample? We live in a “try before you buy” society, which might be the reason why the freemium business model has been so successful for so many companies. Users are divided into a free or premium tier under this arrangement. The idea is that ultimately, free users would exhaust their meager features and switch to a premium membership.
32% of salespeople provide freemium choices to potential customers, and 90% of them claim that this is somewhat to highly effective in converting prospects into paying clients.
Demos should sell the issue rather than the remedy
Consider the sale of a book. You could provide some facts about its size and weight, but you’d probably be more successful selling the narrative found inside and how it can make the reader’s life better. Consider your sales demos right now. How much time do you spend on the features of your product rather than the issues it can resolve?
Priority will be given to current clients over new ones
We estimate that this tendency will continue in 2023. According to 26% of sales professionals, obtaining new clients this year was not as important as keeping the ones you already have. Of course, responding to inquiries from current clients is insufficient. Instead, chances for these accounts to flourish must be created. Why can’t you do this? mostly through cross-selling and upselling. About 90% of salespeople attempt to upsell their clients.
The outcome? About half of the businesses claim that upselling generates up to 30% of their income. In terms of cross-selling, 80% of salespeople employ this strategy. Up to 30% of businesses’ revenues, according to 42% of them, originate from cross-selling.
For success, personalization is essential
The one-size-fits-all strategy may be effective occasionally, but it’s getting less and less relevant as time goes on. Personalization will rule the sales scene in 2022. In fact, more than a quarter of sales professionals think that this year’s largest development in the sales industry is personalization. That being said, it’s unlikely that you have the time to thoroughly investigate each and every potential client.
Thus, how can you find a balance? Your trusted CRM is an excellent place to start since it can make use of all that data to help you create a better, more complete picture of your clients. It’s hardly surprising that 22% of sales executives desire to use their CRM as effectively as possible this year.