Predictions for 2024
So what changes in sales can we expect in the busy year ahead?
To best answer this question, we turned to our special tarot cards for some magical insights into the near future of B2B sales. 🔮
And while we’re not expecting anything crazy like AI replacing entire sales teams or some new game-changing technology that will revolutionize the entire sales industry, some of these predictions may be worth your attention.
Drum roll, please, here they are:
🎴 AI Sales Copilots
As AI is mastering the typical SDR tasks — finding prospects, verifying emails, creating sequences, generating cold emails, handling responses and objections, and even booking meetings — it will copilot SDRs in 2024 throughout the entire workflow. Cheap B2B data mixed with powerful AI features will provide each sales team with an extra SDR (or two) that is data-driven and needs no rest.
🎴Rise of RevOps
2024 will be a pivotal year in revenue operations — strategically aligning sales, marketing, and customer service departments to unlock new growth possibilities and drive revenue by lowering the CAC (customer acquisition cost) and increasing LTV (lifetime value). We will witness a new software category in 2024 — revenue acceleration, while Gartner predicts that 75% of the most rapidly growing companies will adopt the RevOps model by 2025.
🎴 Sales Engagement Shifting Gears
Growing economic uncertainty and shrinking purchasing power are applying pressure on sales teams to work with more aggressive quotas. The most prominent solution is obvious — increase meaningful customer engagement [personalized, automated, omnichannel]. Hence the expected increased demand for AI-powered sales engagement platforms.
🎴 Outbound as a Growth Function
Following the rise of no-code tech in 2023, rather than relying on SDRs and traditional tech stacks, companies will now hire outbound ops who rely on these no-code prospecting tools and can build a dedicated intent-based outbound growth engine. As a result, we will see agile, tech-savvy outbound growth teams that will closely work with sales and marketing teams to transform cold outreach into a new reality.
🎴 Sales Software Consolidation
The B2B sales software market is so competitive and interconnected that literally everyone will be competing with each other. B2B data providers and CRMs are adding sequences, while sales engagement platforms are adding B2B databases and LinkedIn automations (guilty!). Thus, lots of products will eventually collapse into a new meta-category called something like “B2B Sales Execution Platforms.”
🎴 Sales Software Democratization
Certain sales tools that were once a luxury available exclusively to the big players are now becoming increasingly affordable and democratized, and 2024 will only solidify this trend as other companies will have to adapt. From B2B data to AI technology, all sales teams will have the opportunity to build a powerful stack without breaking the bank (under $100 per sales rep).
🎴 The Rise of Inbound
It’s no secret that a growing number of customers are going through their buyer journeys on their own, without the help of sales reps. For this reason, 2024 will be a year of growing inbound sales — optimizing lead generation strategies, prioritizing inbound leads, and growing brand awareness with social selling. Inbound sales also fall perfectly in line with the rising practice of sales assistance rather than aggressive selling.
🎴 Referral Sales and Nearbound
Many customers make their purchasing decisions based on trust, which is why more sales teams will turn to nearbound strategies in 2024 — a hybrid of inbound and outbound. Warm introductions through referrals and common networks will take targeted prospecting to a whole new level, all while driving customer loyalty and strengthening partnerships. This meta-trend will affect enterprise and mid-market sales teams but probably not SMBs.