2018 Sales trends

2018 is now upon us. If history repeats itself, 2018 will, like 2017, see major developments in the sales world. Here are our top 5 predictions of 2018 sales trends (albeit US based).

Video prospecting

This refers to the utilisation of video conferencing technology for prospects early in the sale journey. As a result prospects will be engaged personally  earlier in the sales process

More front-line training

As companies demand higher success rates and competition intensifies, more sales training benefits front line sale. The goal will be better lead qualification and higher ROI. First of all it establish the training gaps and get tailored sales training to address these rather than generic content.


Use of Zen desk and other messaging portals enable easy engagement when prospects visit the company website. Messaging portals enable quick client engagement as well as easy multiple other benefits, for example, easy confirmation of meetings . Not only does it match the prospects communication preferences, it is fast, easy, and convenient.

Sales automation

By 2018 will see an increase in sales automation. Sales automation helps to stream line processes. Sales automation creates a customer perception of value added service. It enables small companies to deliver a comparative customer experience to large organisations with much larger budgets.

Middle-of-the-funnel focus

Most sales professionals fixate on lead quantity and quality. They focus on the top of the funnel (TOFU) and percentage deals closed – the bottom of the funnel (BOFU) calculating an overall conversion ratio.

Analysing middle of the funnel (MOFU) stats should help with overall sales performance. Key questions to assist with MOFU include for example, how many touches does it require on average to move an opportunity from MOFU to BOFU? Which stages are the leakiest? What differentiates prospects who make it to a demo from the ones who don’t?

Diagnosing, then addressing mid-funnel issues will have a serious impact on your results.

ProAptivity assist organisations in the deployment of best practice in selling through the adoption of CRM. If you are interested in finding out more on 2018 sales trends  contact us today on 028 9099 6388 or by email at info@proaptivity.websitebuild.xyz

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