In business, nothing is more rewarding than making successful sales. However, the average conversion rate is between 2.46% and 3.26%. This means that catching the much-coveted sales can be very elusive for salespeople.
Here’s the good news: Business efficiency is key to boosting sales conversion. However, this goal requires a modern selling approach that employs innovative strategies and advanced technologies.
Fret not; This page explores top modern sales tactics. Read on to learn how to increase your business efficiency and sales conversions.
Ready to dive in? Let’s go!
An Overview of Modern Sales Approach
In today’s business landscape, drawing the line between a modern sales approach and a traditional selling strategy is crucial. Why? Sales processes have drastically changed and evolved over the years.
Gone are the days when salespeople had to sell face-to-face or go door-to-door as a traditional sales approach. They had to hand out flyers, ask for contact details, and call to sell on the phone. They even had to analyze inventory, forecast sales volume, and generate reports from scratch.
Today, sales representatives can use advanced technologies like automation, artificial intelligence (AI), and data analytics for outbound and inbound sales tasks, such as lead prospecting, sales outreach, and sales reporting. They can even utilize various communication channels, such as phone, email, live chat software, text messaging, and social media, for sales negotiations and follow-ups.
Most importantly, salespeople can now employ various inbound and outbound sales strategies to achieve customer success. Think of using automation for lead generation, data analysis for lead qualifying, personalization for sales outreach, and social media for social selling.
When done strategically and successfully, they can go beyond the average sales win rate of 21% and close rate of 29%.
Top modern sales strategies
It’s incredibly amazing how globalization and digitalization have changed how people sell and buy today. Entrepreneurs and consumers do business with one another, no matter where they are in the world. Thanks to digital tools and technologies, they’ve paved the way for global e-commerce.
However, these technological advancements and digital interactions pose a challenge to every sales team. Therefore, they need to adopt a modern approach by employing advanced technologies and innovative strategies.
That said, here are modern sales techniques to implement:
Efficient sales automation
This company’s sales strategy entails using automated software for outbound and inbound sales activities such as lead prospecting, segmentation, scoring, and qualification, as well as sales outreach, negotiations, and follow-ups. Robotic process automation (RPA) automates sales processes to accelerate tasks and reduce manual work.
This strategic selling is exactly what it is—selling on social media platforms. Think of Facebook advertising, product photos on Instagram, live selling on TikTok, and business promotion on LinkedIn. HubSpot reported that marketers and even salespeople get the highest ROI from the following platforms:
To create engaging social posts, you can use AI post generator tools, such as FlyPosts AI. They can help you produce and publish thought leadership content on social media.
Targeted customer personalization
This strategic selling is the process of sending customized content to your potential customer. However, the messaging is laser-focused on your qualified prospects, which means it’s 100% relevant to them. For example, you can use AI-powered customer profiling, employ personalized automated emails, and customize interactive content.
Credible sales enablement content
As the name suggests, salespeople create content pieces that enable sales. They help establish your personal brand credibility and showcase your business value, thereby encouraging potential customers to buy. The same HubSpot report cites that the content resonating well with prospective customers are as follows:
Compelling video prospecting
As the name implies, salespeople produce and publish appealing and enticing video clips to sell. They even send prospects customized video messages in emails and share personalized clips on social media. They seek to introduce themselves as sales pros, highlight their brands, and promote their products or services.
Interactive and immersive selling
This technique harnesses the power of extended reality (XR) technology for a simulated and engaging experience. While virtual reality (VR) offers a fully immersive digital experience, augmented reality (AR) enhances real-world settings online. Think of virtual tours in real estate and spin-the-wheels for e-commerce selling. Seamlessly integrating these technologies with efficient supply chain management is key to mastering eCommerce logistics, ensuring a smooth customer experience from browsing to delivery.
Robust account-based marketing
ABM is a selling approach that prioritizes high-value segmented leads and sends customized sales outreach. Salespeople work closely with marketing professionals to create highly personalized sales and marketing campaigns. Ultimately, they treat each account as a “market of one.”
AI-powered decision-making process
Salespeople unleash the power of artificial intelligence (AI) for robust sales decisions. For instance, you can use machine learning to analyze your target market, develop buyer personas, and segment several leads. You can also utilize data analytics to forecast sales volumes and generate sales reports.
Mobile-first sales techniques
It’s easy to see businesses sell online through e-commerce. Meanwhile, consumers buy products or hire services using their mobile phones. As such, salespeople align their sales implementation with mobile use. For example, they offer exclusive deals via text messages and provide answers to product inquiries via Facebook Messenger.
Discover the benefits of a modern approach to sales in the next section.
Why you should embrace modern sales approach
The pandemic has opened the doorways for business opportunities. Amid the Great Resignation, many have ventured into e-commerce. In fact, Statista reported the rise of retail e-commerce sales. The sales revenue reached approximately $5.8 trillion in 2023 alone and could potentially hit $8.0 by 2027, with a 39% projected growth.
Take a look at the figures below:
However, to keep up with these e-commerce trends, salespeople should be implementing modern sales approach. Whether executing innovative techniques or utilizing advanced technologies, here’s why you should take the modern approach:
Increase efficiency and productivity
A modern sales approach requires the use of digital tools and technologies to make you more efficient and productive. Think of automated software that can accelerate your sales processes, such as email outreach and follow-ups. Consider data analytics tools for sales forecasting, reporting, and decision-making.
Innovative sales strategies help you strategize for building your brand and gaining authority in your niche. For example, personalizing your content and outreach boosts your brand and engages paying customers. Once potential and existing customers put their trust and confidence in your business and offerings, they’ll do business with you.
Improve sales team collaboration
A modern sales approach entails capitalizing on digital tools and platforms. These technological resources can assist your sales team in working together towards shared business goals. For example, a CRM system allows you to coordinate with other sales team members and manage your leads/customers all in one place.
Enhance the customer experience
One of the primary objectives of implementing modern sales approach is to boost CX in the buying process. For instance, automating order requests, personalizing email outreach, and engaging on social media improve the customer journey. All these sales techniques can lead to CSAT, resulting in customer retention and loyalty.
Promote data-driven decision-making
We now live in a data-driven world, where information is crucial even in sales decisions. Leveraging data analytics and digital tools aids in sales processes, such as prospecting leads, developing customer personas, and predicting sales volumes. All these can help you make informed decisions to attain sales opportunities.
Ensure targeted lead generation
A modern sales approach enables you to identify and connect with your target market. For one, web analytics help you determine users who have visited your e-commerce websites and shown interest in your products or services. Likewise, data analytics assist in segmenting your leads in the sales funnel based on demographics, psychographics, and other factors.
Boost sales conversion rate
To embrace modern sales techniques has one ultimate goal—to boost your sales revenues. These techniques offer several business benefits, such as those mentioned above. With increased efficiency, built authority, enhanced CX, informed decisions, and targeted leads, you can ultimately kick your sales up a notch!
Reduce costs and boost profits
A modern sales approach doesn’t only focus on maximizing sales in the buying process but also minimizing expenses. As mentioned, digital tools and technologies can make you more efficient and productive. They may require huge capital outlay upfront, but they can help you save money in the long run!
Achieve business scalability and growth
Leveraging technologies and implanting modern techniques can help you scale your business up and down. They can streamline your sales workflows and optimize various processes in a way that resonates with your target market. Ultimately, a modern sales approach can help your business grow, thrive, and succeed!
Learn some modern strategies to increase your sales in the next section.
How To Boost Your Sales Efficiency with Modern Techniques
Business efficiency is the ability to shorten the entire sales cycle, from generating leads to converting sales. The same HubSpot report claims that a successful sales team focused on business efficiency last year. The same objective holds true for this year and in the coming years.
In 2023, about 70% of sales organizations scrutinized their budgets, while 63% took fewer risks. What do these facts and figures imply? Sales teams should consider investing in modern technologies and techniques in 2024 to boost their efficiency and convert sales.
That said, here’s how to boost your efficiency with a modern sales approach:
1. Automate routine, repetitive sales tasks
It’s time to accelerate your whole sales process by automating various sales tasks.
Gone are the days when you would have to perform manual work, whether listing contacts, calling random numbers, or knocking at the doors to offer certain goods or items.
Today, you can use automated software to get prospects, segment leads, send emails, and do follow-ups. Automation is key!
Expert advice:
Jeffrey Zhou, CEO and Founder of Fig Loans, recommends investing in software automation for sales and marketing.
Zhou says, “Automating routine sales tasks is a game-changer. You don’t have to waste time on manual work like cold calling or chasing leads. Investing in automation software speeds up the process and helps your team focus on what really matters—building relationships and closing deals.”
We can no longer ignore the power of social media—even for sales processes.
Social media channels are leveraged not only for personal interactions but also for business purposes. They have the power to connect and engage with prospects and customers.
Think of advertising on Facebook, highlighting product photos on Instagram, or video prospecting on TikTok. Social selling is the answer!
Expert advice:
Rhami Aboud, CEO at Arch Web Design, suggests leveraging social media channels for e-commerce sales.
Aboud explains, “Social media is an essential tool for today’s sales strategy. Whether it’s running ads on Facebook, showcasing products on Instagram, or even using TikTok for video outreach, these platforms help you connect with prospects in a way that was never possible before. If you’re not using them for sales, you’re missing out.”
3. Implement account-based marketing (ABM)
Effective sales isn’t just about selling to random people; it’s about targeting quality prospects. That’s where ABM comes into the picture by reaching out to SQLs in one targeted account.
Start by performing lead segmentation and developing a customer persona. Then, you can send personalized messaging that resonates with each account. Ultimately, ABM can work wonders for customer retention and loyalty!
Expert advice:
Learn from Max Tang, CMO at GEEKOM He emphasizes the value of ABM for sales and marketing, like what they do at their finance company.
Tang cites, “Account-based marketing is all about focusing on the right prospects, not just anyone. By segmenting leads and creating personalized messaging for each account, you can significantly increase your chances of success.”
4. Adopt agile sales methods for streamlined processes
The agile sales method entails testing, iterating, and adapting strategies based on customer feedback.
First, you need to establish a customer feedback loop to gather consumer insights. Then, use these customer insights to improve your sales processes, whether automating order processing, offering self-service options, or innovating your products or services.
Ultimately, an agile approach can set your sales team up for success!
Expert advice:
Take it from Kathryn MacDonell, CEO at Trilby Misso Lawyers. She highlights the value of adopting an agile sales approach to streamline processes.
MacDonell claims, “Adopting agile sales methods allows you to continuously improve and adapt based on real customer feedback. By establishing a feedback loop and using insights to refine your processes, you can keep your team agile and responsive, which ultimately leads to better outcomes.”
5. Employ data analytics for decision-making
In today’s digital landscape, sales teams can no longer ignore the power of data or information. You must leverage data insights to understand your target customer and make informed selling decisions.
That said, use AI-powered data analytics tools like Windsor.ai for lead prospecting, sales forecasting, and business reporting.
Machine learning can learn from data sets and predict sales based on patterns or trends. Use ML to your advantage!
Expert advice:
Sabas Lin, CTO at Knowee, introduces the use of AI and ML for data analysis and decision-making in sales.
Lin argues, “Data is no longer a luxury; it’s a necessity for making smart sales decisions. You can gain valuable insights that drive better outcomes by using AI and machine learning tools for lead prospecting and sales forecasting.”
6. Provide sales training and development
Leveraging digital tools and technologies is one thing; Training your sales teams is another.
As a business leader, offer your team a sales training program. First, train them on how to use these technological resources for their day-to-day tasks. Then, they should be oriented on modern techniques so they can make more sales and win potential buyers.
When it comes to selling, there’s always room for growth and development!
Expert advice:
Brooke Webber, Head of Marketing at Ninja Patches, underscores the importance of sales training and development.
Webber explains, “Digital tools are great, but without proper training, your team won’t fully leverage their potential. Sales training and development are key to ensuring your team knows how to use these resources effectively and stay up-to-date with the latest techniques. Ultimately, we believe in continuous learning to drive better results and win new customers.”
7. Leverage digital tools and technologies
The modern selling approach entails keeping up with sales trends and adopting tools and technologies at its core.
That’s why your organization should invest in the latest sales innovations, whether software automation, communication channels, or self-service options.
The most common tools used in sales are CRM and sales intelligence, as shown below:
Expert advice:
Murtaza Oklu, Owner of OMO Transfer says: “It’s essential to embrace the latest sales technologies for competitive advantage. From CRM systems to sales automation tools, these innovations streamline processes and improve communication with prospects and customers. By leveraging these digital tools, your sales team can work more efficiently and drive better results.”
Find out what best practices to implement for sales efficiency and conversion below.
Best Practices for Sales Professionals To Boost Efficiency and Conversion
At this point, you know what it takes to improve business efficiency through a modern sales approach. However, the practical tips and steps for your sales pipeline don’t end there.
There are best practices you can implement to boost your sales efficiency and conversions. How? Below are some:
Set clear goals and key metrics
As with any business endeavors and sales efforts, start with goal-setting.
What do you aim to achieve by implementing modern sales techniques? Is it to increase efficiency, improve engagement, generate leads, or boost sales?
From there, establish key performance indicators revolving around efficiency, quality, and customer satisfaction (CSAT). Here are the top eight sales targets of every sales professional:
Know your prospects and needs
After defining sales goals and critical metrics, you must uncover consumer needs and discover your target market.
Who are your prospective buyers according to their demographics, psychographics, and other key factors?
Likewise, what are your prospects’ buying goals, specific needs, personal preferences, and lifestyles? Market research is key!
Choose the right channels
The modern sales process includes various communication channels for connecting with prospects or customers at any sales touchpoints.
Regardless, you should see what works best for your sales team and what resonates well with your target audiences.
Heed our advice: Most buyers prefer salespeople to contact them by email:
Focus on the value of your offer
Once you understand your target market needs, you can demonstrate your business value.
For sales plan, what products or services do you offer? Are these viable solutions to consumer problems? How can your offerings meet their personal needs and wants?
Whether ad copies or marketing content pieces, make sure to highlight your ‘value.’
Prioritize high-quality leads
Lead prospecting enables you to create a list of prospects and segment leads based on demographics and psychographics. However, the work doesn’t end there.
To save time, money, and effort in your sales plan, focus on engaging with sales-qualified leads (SQLs). How do you identify your SQLs?
After lead generation and segmentation, perform lead qualifying and scoring to determine quality prospects.
Automate tasks in your sales cycle
As cited, automation is key to boosting your sales efficiency and sales productivity.
You can use automated software applications or tools for sales processes, such as lead prospecting, segmentation, and qualification, as well as sales outreach and follow-ups.
In the next section, discover some of the software automation tools or platforms you can use for these tasks.
Personalize content and interactions
Personalization is vital to sales and marketing success. Why? Consumers have become more critical than ever before, demanding personalized experiences.
So, customize your content to them, whether you post ads, send sales pitch, or communicate with prospects.
If you want to engage with prospects effectively, harness the power of auto text expanders like FlyMSG! This AI-powered tool can help you generate messages for your prospects.
Develop active listening and empathy
Active listening isn’t just about hearing your prospects; it’s about understanding what they’re saying in your sales conversations.
Meanwhile, empathy isn’t just sympathizing with someone’s problems, issues, or concerns; it’s about being able to imagine themselves in their shoes.
Both active listening and empathy are powerful soft skills that will let you connect with your prospective buyers on a deeper level.
Prepare sales pitches and rebuttals
Proper planning and preparation are almost always the keys to sales success. Sit down and brainstorm to craft pitches that resonate with your target customers for your sales conversations.
But while at it, it’s best to come up with effective rebuttals to their sales objections, whether pricing, value, need, or timing objections.
As they say, it’s better to be prepared than sorry.
There’s no denying the power of social media in today’s business landscape.
Social media channels, such as Facebook, Instagram, X, TikTok, YouTube, and LinkedIn, are where people live and breathe. So, as a sales professional, you can connect and engage with both your potential and regular customers on these platforms.
As a modern seller, you can leverage social media engagement tools like FlyEngage AI.
Use the latest tools and technologies
The secret to modern sales approach is taking advantage of the latest technological innovations.
For various sales processes, you can invest in software automation tools, CRM platforms, social media channels, communications technologies, and data analytics.
Learn more about the best digital tools and technologies for sales in the next section.
Invest in sales training programs
As sales leaders, it’s best to offer sales training, whether for individuals or teams. This will provide your team members with learning opportunities and make them effective salespeople.
Fret not, as Vengreso provides learning opportunities:
You can try the FlyMSG Sales Pro for Individuals for on-demand sales training for individual sellers or opt for FlyMSG Sales Pro for Teams to hone your members’ sales prospecting skills.
Set a customer feedback loop
While focusing on empowering your sales team and equipping them with modern technologies and resources, you should also get insights from modern buyers.
What does your target market need and want? What sales ads and content resonate with them? What product or service innovations meet their needs and keep them satisfied?
For your sales plan, offer CSAT surveys, get customer testimonials, and encourage online reviews!
Track your sales performance
Performance monitoring should be part of your sales equation for employee and customer success.
Once you implement your modern sales techniques, monitor and measure them against set KPIs.
Are you becoming more efficient, offering quality products or services, and satisfying your customers? If not, proceed to the next step.
Strive for continuous improvement
The ultimate goal of implementing a modern sales approach is to improve your sales processes.
If you aren’t achieving your sales quotas and meeting customer needs, it’s time to optimize your inbound and outbound sales strategies. You may need to qualify your leads, personalize your email pitches, or become more aggressive in your sales negotiations.
Optimize your sales processes and adjust your sales strategies when necessary!
Explore sales tools, platforms and systems used in the next section.
Digital tools and technologies for sales processes
The core of the modern sales approach is adopting the latest innovative technologies. It’s important to keep up with one of these industry trends.
These technological resources can be software applications, digital tools, and communication channels that accelerate sales processes, from lead generation to outreach to sales closing. While they can empower your sales team, they can also help connect and engage with your prospects and customers.
That said, below are digital tools and technologies you can consider investing in for your sales process.
Software automation
Software automation handles repetitive tasks so sales teams can focus on customer relationships.
Examples:
- HubSpot Sales Hub automates lead tracking, follow-ups, and tasks so teams can focus on customers.
- Salesforce Pardot automates marketing to keep top leads front and center.
- Outreach streamlines outreach across channels to help reps connect with more prospects.
Lead generation tools
Lead generation tools help you find and qualify prospects, filling your sales pipeline with potential customers more quickly and easily.
Examples:
- LinkedIn Sales Navigator helps you find and connect with prospects on LinkedIn using advanced search filters.
- Clearbit collects and enriches data to help you identify high-quality leads.
- ZoomInfo provides contact details and company insights to target the right prospects.
CRM systems
CRM systems help manage customer relationships, track interactions, and streamline sales processes.
Examples:
- Salesforce is a powerful CRM that helps track customer data and manage sales pipelines.
- HubSpot CRM is a free, easy-to-use CRM that helps organize leads and sales activities.
- Zoho CRM offers a customizable platform to manage customer relationships and automate sales tasks.
Social media channels
Social media channels help your sales organization engage prospects and customers, build relationships, and promote your brand.
Examples:
- Facebook helps you connect with a wide range of audiences through posts, ads, and direct messaging.
- Instagram lets you showcase your brand visually with posts, stories, and ads.
- LinkedIn enables you to have professional connections and share industry insights to engage with business decision-makers.
Business emails
Business email platforms help manage communication, stay organized, and ensure professional interactions.
Examples:
- Gmail (with G Suite/Google Workspace) is a popular email service with powerful collaboration and file-sharing tools.
- Microsoft Outlook (with Microsoft 365) is a robust email system with calendar and task management features.
- ProtonMail is a secure email service that focuses on privacy and encrypted communication.
CTI systems
Computer Telephony Integration (CTI) systems connect phone networks with computers, helping improve communication and streamline customer interactions.
Examples:
- RingCentral is a cloud-based phone system with call management, messaging, and video conferencing features.
- Twilio enables businesses to integrate voice, messaging, and video into their apps.
- Five9 offers a cloud contact center solution that enhances customer service through call automation and routing.
Video conferencing tools:
Video conferencing tools help teams connect virtually, host meetings, and collaborate in real time.
Examples:
- Slack is a team communication tool with video calls, messaging, and file sharing on one platform.
- Skype offers video and phone calls, instant messaging, and screen sharing for personal and business use.
- Zoom is famous for hosting virtual meetings, webinars, and collaboration.
Virtual sales platforms
Virtual sales platforms help sales teams engage with prospects online, conduct demos, and close deals remotely.
Examples:
- Demodesk is a virtual sales platform that lets you efficiently conduct personalized product demos.
- Chili Piper automates meeting scheduling and routing to help sales teams book more calls.
- Showpad helps sales teams present, share, and track content during virtual meetings.
Data analytics tools:
Data analytics tools help your sales organization track, analyze, and visualize data to make informed decisions. Web scraping tools, in particular, can extract valuable data from websites, assisting businesses in gathering insights and monitoring market trends.
Examples:
- Tableau is a powerful tool for creating interactive data visualizations and dashboards.
- Power BI is a Microsoft tool that transforms data into actionable insights through reports and dashboards.
- Looker is a platform for exploring and analyzing data to drive business decisions and strategy.
Final Words
Modern strategies are crucial to boosting your business efficiency and sales conversion. They can enhance brand awareness, employee collaboration, customer satisfaction, and decision-making. They can help minimize costs and maximize profits, ultimately driving business scalability and growth!
That said, consider the modern sales tactics above, such as sales automation, social selling, and customer personalization. Likewise, leverage some digital tools and technologies, whether automated software, CRM platforms, or social media channels.
More importantly, follow our crucial steps for increasing sales efficiency through modern techniques. Plus, heed the expert advice from sales leaders and best practices shared above. With all these practical tips and steps, you can kick your sales up a notch!
Looking to boost your sales efficiency conversions?
Vengreso provides AI-powered solutions to help boost your sales productivity, engage with prospects, and convert leads into sales.
Get in touch with us today to see how we can help!
Frequently Asked Questions (FAQs)
1. How do modern sales tactics differ from traditional sales techniques?
Unlike traditional sales approach, the modern sales approach uses innovative techniques and advanced technologies. Modern techniques involve automation, social selling, hyper-personalization, and interactive, immersive selling. The technological resources include automated software tools, CRM platforms, and communications channels. Meanwhile, some traditional selling techniques are door-to-door sales, product demos, cold calling, and direct mail selling.
2. What are the common challenges in adopting modern sales tactics?
Some common challenges in modern sales are technological investments, big data use, and a customer-centric approach. For one, some companies have no financial means to invest in the latest technologies. Also, some sales teams struggle to learn and adopt new digital tools and technological resources. Plus, others find it challenging to leverage data insights and prioritize prospects and customers.
3. How can small businesses benefit from a modern sales strategy?
The benefits of a modern approach for your sales process are manifold. For one, advanced technologies and innovative techniques empower your sales team, making them more efficient, productive, and collaborative. They also help build your brand authority, consumer trust, and customer engagement. Finally, they boost your lead generation and sales conversion, contributing to your business growth and success.
4. How do you measure the success of a modern sales strategy?
To measure your modern sales approach, set key metrics around sales task efficiency, product/service quality, and customer satisfaction. Then, track individual and team performance to examine your sales progress. As sales managers, here are common KPIs in sales are:
- Efficiency – Lead response time, sales cycle length, sales quota attainment, etc.
- Quality – sales qualified leads (SQLs), sales conversion rates, sales pipeline value, etc.
- Customer satisfaction – CSAT score, net promoter score (NPS), churn rate, revenue targets, etc.
5. What digital tools are key for a modern sales strategy?
To keep up with modern sales, start with tools like CRM systems for tracking customer relationships, automation software to handle routine tasks, and analytics tools to understand customer needs. Social media and AI-powered tools can also help boost engagement and personalize outreach. These tools make sales faster, smarter, and more efficient.
