2021 saw the evolution of B2B sales accelerate in response to a changing world.
Two major inside sales trends emerged from the pressures of the pandemic.
In 2020, due to pandemic risks and restrictions, B2B inside sales teams pivoted to digital sales tactics. Teams further developed skills and best practices during this past year, including mastery of the video meeting.
The second major sales change this past year was an increased emphasis on customer relationships.
As new orders diminished, we saw more companies developing and promoting renewal or subscription models. These models increase loyalty and somewhat automate the sales pipeline.
Companies with products and services that fit regular interval renewal model can add annual revenue with this approach. Renewal sales also add predictability and repeat revenue.
However, consistent cash flow depends on predictable renewal intervals. Below are best practices to make the most of renewal models.
Image data source: Statista
With over two decades of experience, Parin leads an expert demand-generation agency, StratMg, that helps industrial manufacturing clients achieve unambiguous and quantified organic sales growth across the US, EMEA & APAC.
Parin has built & positioned StratMg to be a value-added marketing services provider that strives to create a culture of quantified sales-driven marketing initiatives leading to sustained business growth through channel management, diversification, new customer acquisition and retention strategies and tactical execution.