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Top 12 Sales Industry Trends To Shape Your Sales Tactics In 2025
Stay ahead of the game with these 12 sales industry trends that will redefine sales strategies and tactics in 2025.
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Sales acceleration software is growing and changing all the time. And as it does, it can be hard to keep up with the latest developments and trends. Let’s say you use a new tool to boost your sales processes. At first, it works wonderfully to help you reach your goals. But as time goes on, you notice it’s not as effective as it once was. You dig deeper to figure out what’s wrong, only to discover that the software has changed drastically since you first started using it, and all the new features aren’t aligned with your existing sales processes. Instead, they’re tailored to a completely different way of doing things you’re unfamiliar with.
This is the kind of scenario that can happen when you don’t keep up with the trends within sales acceleration software. As boring as it sounds, there’s a constant ebb and flow to the sales industry. New technologies emerge, existing tools get updated, and buyer preferences shift. All of these changes affect how sales teams operate and what they need to succeed. The more you can stay on top of these changes, the better you’ll be to adapt when they inevitably affect your business. This blog will help you start by outlining the top sales industry trends that will shape sales operations in 2025.
Sales intelligence software from Aomni can help you stay ahead by giving you the insights you need to take advantage of changing sales processes.
Top 12 Sales Industry Trends To Shape Your Sales Tactics In 2025
1. The Age of the AI-Powered Buyer Is Here
Buyers already did their research long before AI came on the scene. A staggering 96% of sales professionals say that when they first speak to a prospect, the prospect has already researched the product or service of interest. 71% of consumers say they prefer to gather information rather than speak with a human. Now, with AI tools, buyers' ability to gather information is hypercharged, making them more knowledgeable and confident than ever.
AI as a Tool for Sales Reps: Enhancing Relationship Building and Personalization
This also means they rely much less on sales pros to gather information. Where does AI leave sales reps? Rather than focusing on sharing information, sales pros will act as consultants. They’ll prioritize building strong relationships, boosting buyer confidence, understanding their needs and challenges, and using AI to offer a highly relevant, personalized experience.
AI is best used for prospect exploration and research as it helps to get to know the customer better. Both parties using AI will create a better experience by fostering stronger relationships, more productive conversations, and shorter deal cycles.
2. Leveraging Sales Automation for Efficiency
Sales automation isn’t necessarily a “new” trend, as the idea of automating some administrative sales tasks has been around for a while now. That being said, the field of sales automation is growing and advancing every day, and teams that have learned how to leverage it can stand to gain a lot; technology that automates tasks for sales reps has been shown to boost sales by 10% and efficiency by 15%.
Maximizing Efficiency and Revenue with Sales Automation
Sales automation also improves:
- Sales rep productivity
- Revenue generation
- Customer interactions
- Buyer satisfaction
- Data accuracy
- Lead generation and lead management
- Lead response time
There are tools and technologies to automate every part of your sales process, from lead generation to sales operations to training and coaching. And with the average sales rep only afforded about 36% of their time for actual revenue-generating sales activities, every minute saved on non-selling tasks adds up. Sales automation helps reduce friction for both internal sales processes and buyer-facing tasks and makes it easier for reps to build relationships and close deals.
3. Personalization Is Everything
You must personalize customer and prospect interactions to stand out in the market. Imagine having three separate phone calls:
- One with a prospect
- Another with a brand-new customer
- One with a long-term customer
You should speak to each of them differently and share different information. So why would you send all three the same generic email message? Unfortunately, that’s what many companies do, hurting them in the long run.
How to Personalize Customer Interactions for Better Engagement
Research from McKinsey shows that 71 percent of customers expect companies to deliver a personalized experience.
Here are a few ways you can personalize the experience for prospects and customers:
- Offer a communication choice: Let people select how they interact with your business. Some prefer email or live chat, while others need to talk on the phone.
- Get feedback: Ask for customer feedback regularly to learn what’s working and what isn’t.
- Continually improve: Reevaluate your service offerings constantly. Customer preferences change over time, and your business must change with them.
4. Creating an Omnichannel Experience
With Generation Z rapidly gaining huge buying power in the market, businesses can use AI to provide an omnichannel experience to them. The younger shoppers and buyers would demand a more integrated experience while purchasing.
With the technology and their habit of using multiple devices, AI can deliver a personalized experience on multiple channels. Moving towards omnichannel marketing and creating an omnichannel experience for Generation Z will positively impact sales.
Bridging the Gap Between Sales and Marketing with Omnichannel Strategies
This will also eliminate the general divide between sales and marketing departments! How can businesses create omnichannel experiences from the selling point of view? To provide an omnichannel shopping experience to their customers, businesses must be capable of Identifying the various platforms and channels the audience uses.
Finding ways to easily integrate technology such as social media into their bricks-and-mortar stores, in addition to creating their online presence.
5. Utilizing the Power of Social Selling
Social selling is another trend that’s been around for a while but is gaining massive popularity as time passes. Perhaps that’s because there’s finally enough data to gain some reliable (and impressive) insight into its effectiveness. Social selling is using social media platforms to connect with and educate buyers in a friendly and personal way.
Social selling strategies also help organizations use their social media presence to develop a brand reputation of expertise and thought leadership. Given the benefits, this is another “trend” that’s more likely to stick around than fizzle out anytime soon.
6. Mastering Data-Driven Selling
Most sales teams know the importance of data in the sales process, but many still struggle to use that data effectively to drive their business forward. 57% of respondents reported not using advanced data analytics effectively in their sales process. To implement a data analysis process that’s meaningful to your team, it’s important to focus on the specific sales metrics and sales KPIs that will bring your team the most value at any given time.
Sales Metrics
These metrics will depend on your sales and overall organizational goals, but may include:
- Lead conversion rates
- Time spent in each stage of the sale process
- Length of sales cycle
- Net promoter score
Leveraging CRM and Sentiment Analysis for Smarter Sales Decisions
It’s also crucial that your team has access to the right tools to help them make sense of the tremendous amount of data that will be used during analysis. A CRM is non-negotiable. If you can find one that includes data hygiene features (or add a tool to your sales tech stack that can help with this), that’s even better.
These days, data analysis focuses a lot on buyer needs, preferences, opinions, perceptions, etc. This is often referred to as sentiment analysis. Some sentiment analysis tools can even help sellers analyze voice conversations.
Building a Culture of Data-Driven Sales Success
For a productive and effective data-driven approach, ensure that everyone on your team understands the expectations around what sales data they’ll need to collect, where and when to store it, and how they’ll be asked to participate in its analysis.
Data analysis can seem tedious, especially when it feels like there are always new ways to consider the numbers. Remember, though, that companies that make data-backed decisions throughout the sales process are 58% more likely to beat revenue targets than those that don’t.
7. Account-Based Selling
Account-based selling (ABS) involves focusing on a specific set of high-value accounts and creating a personalized sales strategy to meet their needs. This trend is gaining popularity among B2B businesses because it enables them to build strong relationships with key accounts and ultimately increase revenue.
To implement ABS, businesses should invest in technology that allows them to analyze customer data and create personalized sales strategies.
8. The Shifting World of Remote and Hybrid Work
Remote work certainly isn’t a new trend, but this is the decade it went from being a nice perk to a critical part of work and essential to many businesses’ survival. A 2021 State of Sales report showed 23% of people in sales worked from home. By March of that year, with large portions of the world in lockdown, McKinsey reported 90% of B2B sellers were working remotely, either by video-conferencing or phone. In some sectors, such as technology and media, the figure hit close to 100%.
The Rise of Remote Selling: Adapting to the New Sales Landscape
Many workers are slowly returning to their office cubicles, but a growing number of companies are promising that working from home will be an option going forward. Employees were less reluctant to return to the office this year compared to 2021, but 51% still admitted reluctance.
There are still questions about the long-term advantages and disadvantages of remote-first, hybrid, and office-only models, but remote selling is one online sales trend that’s here for the long haul.
9. Diversified Sales Channels and Tactics
Traditionally, most businesses have confined themselves to just two sales channels — typically, e-commerce and physical stores. A Forrester study finds that this is changing, with most businesses having increased to three sales channels on average in 2020. Consistent with the imperative to reduce risk, most organizations indicated a fairly even revenue split of about 39% to 45% across these channels.
In addition to the two usual suspects, 48% of sales leaders indicated they would invest more in post-sale / service as a channel in the coming months. This is followed by:
- Direct sales (47%)
- Distributor sales (42%)
- In-app sales (41%)
- Third-party marketplaces (38%)
Leveraging Live Chat for Enhanced Omnichannel Sales
This trend of adding more sales channels is expected to increase in the coming year. Search interest in omnichannel has risen by 419% over the last decade. The increased focus on service as an avenue for sales revenue spotlights live chat as a tool that can deliver those outcomes. When researching suppliers, buyers rate live chat as their most preferred tool.
10. Changing Incentives and Compensation
Companies have been forced to introduce new policies and procedures to deal with sudden and monumental changes in how they do business. Everyone knows they need to adapt, but many aren’t sure how. While lowering costs and cutting back on incentives might be tempting, it’s also vital to keep sales teams productive and motivated. With no rule book available with best practices for this situation, we’ve seen companies react with drastically different responses.
Adapting Sales Incentives in a Post-COVID World
McKinsey reported that more than 80% of B2B companies had adjusted their incentives for sales teams due to the COVID-19 outbreak, but what those adjustments looked like varied considerably.
For example, 30% of the companies surveyed had lowered quotas, but 20% increased them. As the situation develops and companies see their results change, we will likely see further adjustments as we seek to redress the balance. Lower quotas will inevitably rise again as companies chase growth, and higher quotas will fall to keep hold of key talent.
11. Collaborating More Closely with Marketing
This one comes from personal experience and what sales teams report back to me and other leaders in the sales space. Alignment between sales with marketing is increasingly important, tying together early prospect targeting and the buyer’s journey.
Both generate enormous volumes of valuable data on customer segments and preferences, but the flow is one-way: from marketing to sales. At high-performing companies, the front line reports back to help marketing refine its offerings.
Building Collaborative Sales and Marketing Teams for Better Results
Datasets are easily integrated through a CRM to create more accurate pictures of selling opportunities, helping sales and marketing teams make data-driven decisions. One way to encourage better collaboration is to organize reps from sales and marketing into pods and create team compensation plans to match.
If a pod collectively hits certain metrics, everyone within that pod will get quarterly bonuses. This way, individual employees are less likely to argue about who should get the credit for a particular sale, and strategies will be aligned.
12. The Rise of Influencer Marketing
Perhaps the most stereotypically “trendy” trend on our list, influencer marketing has certainly become a hot topic among marketers and salespeople over the past several years. Whatever your opinion of the field or influencers themselves, the figures don’t lie that it’s widely popular: influencer marketing is now a $19.8 billion industry (and growing). Working with an effective influencer can help add credibility, authority, and trust to your brand.
Selecting the Right Influencers to Drive Targeted Sales
Choosing the right influencers to work with is the key to making this sales trend a long-term success for your team. Most importantly, select from among influencers that your target market is most likely to follow. A large and engaged following is also important, but those followers won’t be engaged in your content if they’re not qualified buyers for your offer.
Related Reading
Why You Need To Keep An Eye On Trends
Keeping track of sales trends is like having a compass for your business. The market is always shifting—customer preferences, buying behaviors, and industry standards evolve constantly. If businesses and sales reps aren't paying attention, they:
- Risk falling behind
- Offering outdated solutions
- Missing out on new opportunities
Sales trends provide insight into what's working, what's not, and what's coming next. For example, if you notice that customers are gravitating towards personalized buying experiences or favoring subscription-based models, you can adjust your approach to meet those needs. Ignoring these patterns might mean sticking to strategies that no longer resonate with your audience.
Learn How Sales Trends Help Sales Reps Improve Customer Interactions
For sales reps, trends act as a cheat sheet for better customer engagement. Let's say there's a growing trend in using AI-powered tools to enhance outreach. A sales rep who's aware of this might adopt tools leading to higher conversions and less time wasted on cold prospects to:
- Personalize emails
- Automate follow-ups
- Analyze leads more efficiently
Beyond tools, trends can also reveal broader economic shifts or industry changes.
- Is there a new competitor shaking up the market?
- Are customers spending more cautiously due to economic uncertainty?
By staying alert, businesses and sales reps can pivot their strategies, whether it’s:
- Tweaking pricing models
- Offering incentives
- Emphasizing value in their pitches
Find Out How Sales Trends Give Your Business a Pulse Check
Sales trends are like a pulse check for your market. They give you the intel you need to:
- Innovate
- Adapt
- Stay relevant
Without them, you’re operating in the dark, and in today’s competitive environment, that’s a risk no business can afford.
Aomni: Revolutionizing B2B Sales with AI-Driven Intelligence for Account-Based Strategies
Aomni is an AI agent platform designed specifically for B2B sales intelligence software. Our solution empowers enterprise and strategic account executives to execute account-based sales and marketing strategies with unprecedented efficiency and effectiveness. Our key features include:
- AI-powered prospect and account research
- Comprehensive account mapping and planning
- Data-driven sales strategy development
- Automated call preparation
- Personalized AI agents for sales optimization
- AI chat interface for streamlined sales processes
- AI-assisted Account Based Sales/Marketing campaign execution tool
Boosting Sales Team Performance with Aomni’s AI-Powered Tools
Aomni addresses critical pain points for sales managers whose Account Executives, Account Managers, and Customer Success Managers must perform better and include quotas. By leveraging our advanced AI technology, sales professionals can significantly enhance their preparation for customer conversations, leading to the following:
- Larger deal closures
- Increased promotion opportunities
For individual sales professionals, Aomni provides the tools and insights needed to:
- Elevate their performance
- Close more substantial deals
- Accelerate career progression
Our platform transforms the way B2B sales teams operate, ensuring they enter every customer interaction:
- Fully prepared
- Strategically positioned for success
Try our sales intelligence software for free today!
Related Reading
7 Best Sales Tactics For Closing More Deals In 2025
1. Identify and Understand B2B Customers’ Needs
B2B customers are usually big and better informed than B-to-C ones. They know exactly:
- What they want
- How much it will cost them
- When they need it
The selling business must thoroughly understand its needs before devising the solution that will best meet those requirements in terms of quality, cost, and time. For example, a sales rep should ask, “What problems are you facing?” or “How is the current approach working for your business?” The answers will give him an idea of where to start with solution development.
2. Analyze Your Market
Before you can start creating a B2B sales strategy to grow your business, it is key to analyze the market first. Look at what other businesses in the industry are doing and how they operate their own B2B marketing campaign. You should also look for patterns on where these companies get most of their traffic.
When you analyze the market, try to imagine yourself as a potential customer. What are they looking for? How can your business meet their needs?
Understanding Your Target Market: Aligning Sales Strategies with Customer Needs and Wants
This way, you can narrow down exactly who your target market is and how you can best reach them. Make sure that the sales strategy you create offers real value to your customers so they are more likely to purchase from you. An effective marketing campaign should not only be about meeting their needs but also fulfilling their wants.
3. Research Your Customers
It is important to research the customer you are selling to. If possible, speak with their current vendors or other business partners, as they can tell you what makes them tick and whether there is a good match for your product. You can also look up information about them using Google – it might not always be accurate, but it can give you a good idea about their age, size, and turnover.
4. Create Case Studies With Existing Customers
The best way to sell a product is by showing how it has helped someone. This works particularly well for B2B companies as you can use case studies and testimonials from existing customers. Write out their problem and the solution you provided them with, then outline some key results they achieved using your service or product.
5. Get Sales and Marketing Working Together
Just say no to friendly rivalries between sales and marketing — these teams should be all up in each other’s business. Sales talks to leads all day about the issues they’re struggling with and the product features they’d love to see. They can share those insights with marketing. Marketing can qualify high-potential leads for sales to connect with and provide relevant content for them to use.
When your company’s sales and marketing teams are closely aligned, you are primed to engage in account-based marketing (ABM). This approach treats every customer account as a market unto itself. A sales strategy based on ABM demands personalized messaging and content for each potential customer. It’s a resource-intensive approach, but over 80% of marketers believe it delivers a higher ROI than any other method.
6. Embrace Sales Enablement
Sales enablement is a strategic framework that allows sales teams to use their resources better, work smarter, and win more deals. Sales enablement begins by aligning your organization’s goals with your customers’ needs.
Following is the five key action steps:
- Develop a process map outlining how specific business processes work.
- Embrace sales enablement technology.
- Implement sales automation.
- Apply analytics to gain insight into customer behavior.
- Manage customer success.
Leveraging Sales Enablement for B2B Success: Boosting Conversion Rates and Lead Generation
The impact of this strategy can be seen in the B2B industry, where companies can create highly effective sales enablement programs. The key results of this are increased conversion rates and more leads generated. The sales team is on the front lines of customer care, they have a unique opportunity to use sales enablement.
This process also helps them get more customer information and build stronger relationships. Sales enablement has proved to increase conversion rates by 15%. It can also help you reach new potential by identifying customer pain points and providing solutions.
7. Sell Solutions, Not Products
Successful salespeople sell the solution’s benefits, not just the product. They can engage their audience with solutions rather than products, which will lead to increased customer loyalty and long-term relationships. Solution sellers have more difficulty convincing their customers that they need a product or service than those who sell products alone.
Solution sellers often have to rely on skilled salespeople to do this for them, but they need to know how to sell their solutions in person, over the phone, and online.
Using a Free Number to Improve B2B Communication and Stand Out in a Competitive Market
It’s a great idea to get a free number and offer it to your customers as it improves communication with your customers. B2B sales is a competitive game, and the competition is getting tougher as companies try to win over customers by selling solutions rather than products. There are several reasons why this strategy is so effective.
One reason is that there are a lot of companies who offer similar solutions to different industries, possibly your sector as well. When you sell an answer, you can differentiate by focusing on the key and highlighting its benefits.
5 Best Sales Enablement Tools You Need To Check Out
1. Aomni: Revolutionizing Sales Intelligence
Aomni is an AI agent platform designed specifically for B2B sales intelligence software. Our solution empowers enterprise and strategic account executives to execute account-based sales and marketing strategies with unprecedented efficiency and effectiveness. Our key features include:
- AI-powered prospect and account research
- Comprehensive account mapping and planning
- Data-driven sales strategy development
- Automated call preparation
- Personalized AI agents for sales optimization
- AI chat interface for streamlined sales processes
- AI-assisted Account Based Sales/Marketing campaign execution tool
Maximizing Sales Team Success with Aomni's AI-Powered Sales Intelligence
Aomni addresses critical pain points for sales managers whose Account Executives, Account Managers, and Customer Success Managers must perform better and include quotas. By leveraging our advanced AI technology, sales professionals can significantly enhance their preparation for customer conversations, leading to the following:
- Larger deal closures
- Increased promotion opportunities
For individual sales professionals, Aomni provides the tools and insights needed to:
- Elevate their performance
- Close more substantial deals
- Accelerate career progression
Our platform transforms the way B2B sales teams operate, ensuring they enter every customer interaction:
- Fully prepared
- Strategically positioned for success
Try our sales intelligence software for free today!
2. LinkedIn Sales Navigator: Engaging Prospects Where They Spend Time
LinkedIn has a huge global user base of 875 million members. Of this user base, many are high-income earners who are currently in the market to buy products. Nearly 16 million of these people hold ownership or senior C-suite positions within their organizations. LinkedIn Sales Navigator is a sales tool designed to help you engage with prospects on this powerful platform.
Leveraging LinkedIn Sales Navigator for Targeted Prospecting and Outreach
Core features include:
- Custom prospect list building and management. You can take notes and get alerts about relevant prospect updates, such as job changes. Advanced search capabilities, which leverage filters such as:
- Job titles
- Organization size
- Company
- Personalized prospect outreach via LinkedIn mail.
LinkedIn Sales Navigator can tap the most important social media platform for B2B businesses. Here, you can find prospects with precision and ease.
3. Pipedrive: A Simple Sales CRM for Sales Professionals
Pipedrive CRM is a user-friendly platform tailored for sales professionals. It simplifies the sales process with features such as:
- Deal tracking
- Contact management
- Automation tool
Pipedrive prioritizes visual pipeline management, allowing teams to monitor their sales progress easily. This enables sales teams to stay organized, streamline workflows, and close deals more efficiently. A 14-day free trial is available for each of its six pricing plans.
4. Zendesk Sell: Sale CRM That Improves The Customer Experience
Zendesk Sell is a CRM tool designed to help businesses manage their sales pipeline and customer interactions. The tool provides insights into customer behavior and sales performance, allowing businesses to make data-driven decisions to improve sales.
Zendesk Sell offers features like:
- Pipeline management
- Contact management
- Sales reporting
It integrates with other Zendesk tools like Zendesk Support and Zendesk Chat to provide a comprehensive customer support solution.
5. Seismic: Sales Enablement and Marketing Orchestration Software
Seismic is sales enablement and marketing orchestration software that provides sales teams with the right content and insights at every stage of the sales cycle.
It offers features to help them continuously optimize their sales strategies for:
- Content management
- Personalization and analytics.
- Sales professionals can access and deliver relevant content to prospects
- Track engagement
- Receive real-time analytics
Related Reading
Try Our Sales Intelligence Software for Free Today
Aomni is an AI agent platform that helps sales teams streamline account-based sales processes. Our solution empowers enterprise and strategic account executives to execute account-based sales and marketing strategies with unprecedented efficiency and effectiveness.
Aomni addresses critical pain points for sales managers whose Account Executives, Account Managers, and Customer Success Managers must perform better and include quotas. By leveraging our advanced AI technology, sales professionals can significantly enhance their preparation for customer conversations, leading to the following:
- Larger deal closures
- Increased promotion opportunities
Features That Help Sales Teams Keep Pace With Industry Trends
Aomni comes equipped with many features to help sales teams keep pace with the changing sales industry trends. Our key features include:
- AI-powered prospect and account research
- Comprehensive account mapping and planning
- Data-driven sales strategy development
- Automated call preparation
- Personalized AI agents for sales optimization
- AI chat interface for streamlined sales processes
- An AI-assisted Account Based Sales/Marketing campaign execution tool.
Transforming The Way Sales Teams Operate
Aomni transforms how B2B sales teams operate, ensuring they enter every customer interaction fully prepared and strategically positioned for success. For individual sales professionals, Aomni provides the tools and insights needed to elevate their performance, close more substantial deals, and accelerate career progression.
Try our sales intelligence software for free today!
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