Better alignment and more cohesive message leads to greater sales, increased win rates, and shortened sales cycles

1. Top B2B
Marketing and
Sales
Trends in 2021
formoresales,increasedwin
rates,shortenedsalescycles

2. THE IMPORTANCE OF BUSINESS
STORYTELLING GROWS
Visual storytelling through video
humanizes the experience
Stories:
Make you unique
Tap into basic human emotion
Make you stand out
Reach a wider audience
Provoke a human response
Customer-led storytelling builds trust
through authenticity
Data-driven story topics helps create a
roadmap for marketers - think Google
Trends

3. BUYER EXPERIENCE FIRST,
EVERYTHING ELSE NEXT
Digital first approach is critical
Social selling is part of the experience
Sales reps must play a more active role in
engaging online and sharing valuable
content
Buyer's expectations will be met through
multi-channel and personalized
experiences

4. CUSTOMER-CENTRIC SALES PIPELINES TAKES
CENTER STAGE
Pipeline stages will shift from salesperson
actions to prospect/customer actions
More clearly defined inbound vs. outbound
activities leading to closed deals
Measurements may include - "needs identified",
"potential solutions", "budget", "timeline"

5. DEMAND FOR GREAT CONTENT
WILL CONTINUE TO RISE
Now a buyer expectation
Video will be a difference-
maker if done correctly
Speed to market
is even more
critical
Focused messaging
for niche audiences
Value must be provided
in every piece of content

6. LINKEDIN RULES, BUT STILL
SEVERELY UNDERUTILIZED
Impersonal product pitches will diminish the
company and sales rep brand
For those who figure it out, it will be a
differentiator
Must play an active and equal role in both
marketing and sales

7. Learn more about enhancing your
marketing and sales efforts at
ATP Strategies
www.atpstrategies.com