Welcome to SALES with ASLAN, a weekly podcast hosted by ASLAN Co-founders Tom Stanfill and Tab Norris, geared at helping sales professionals and sales leaders eliminate the hard sell. At the end of the day, we believe that selling is serving. ASLAN helps sellers make the shift from a ‘typical’ sales approach, to one that makes us more influential because we embrace the truth that the customer’s receptivity is more important than your value prop or message.
The B2B sales landscape is changing—fast! An alarming 67% of reps didn't think they would meet their quota this year. In this episode of Sales with ASLAN, Tom and Tab share the research they have done on the future of B2B sales, highlighting the profound impact of AI, shifting buyer behavior, and information overload on sales strategies.
The discuss how decision fatigue, self-service trends, and virtual selling are reshaping the way buyers engage with sellers. Tom emphasizes the increasing need for trusted partnerships and shares actionable insights for sales professionals to adapt, elevate their game, and thrive in an environment where buyers are more informed yet overwhelmed than ever before.
Tune in to learn how to:
- Leverage AI effectively to enhance sales performance
- Overcome buyer fatigue caused by information overload
- Build meaningful, trusted partnerships with modern buyers
- Adapt to the rise of self-service trends and virtual selling
- Align your strategies to the changing dynamics of the buying process
🎧 Don’t get left behind—discover what it takes to succeed in the future of B2B sales.
The following are notes from EP. 212 The Future of B2B Sales- Part 1
Watch below:
The Future Of B2B Sales Part 1
The world of B2B sales is evolving rapidly, and sales professionals are facing unprecedented challenges and opportunities. In this article, we explore key insights from Tom and Tab's recent conversation on Sales with ASLAN, where he breaks down the trends shaping the future of B2B sales and shares strategies to adapt successfully in this changing environment.
The Modern B2B Sales Landscape
The days of traditional sales tactics are behind us. Buyer behavior has changed dramatically, driven by the rise of AI, information overload, and a growing preference for self-service research. B2B buyers are more informed than ever but are also facing significant decision fatigue.
Key Trends Impacting B2B Sales
-
The Influence of AI
AI is revolutionizing how sales teams work by automating repetitive tasks, providing data-driven insights, and streamlining the sales process. However, Tom emphasizes that while AI can enhance efficiency, it cannot replace the human element of building trust and relationships—essential components of sales success. -
Buyer Decision Fatigue
With endless options and overwhelming information, buyers are experiencing decision fatigue. As a result, sales professionals must simplify the decision-making process, provide clarity, and focus on solving buyer-specific challenges. -
The Rise of Self-Service
Modern buyers prefer to research solutions independently before engaging with a salesperson. This shift toward self-service means sellers need to add real value when buyers do engage—offering insights, expertise, and tailored solutions that go beyond what buyers can find on their own. -
The Virtual Selling Norm
Virtual selling has changed the way sales professionals interact with buyers. While it has improved accessibility, it has also reduced engagement levels. Sellers must work harder to build relationships and stand out in a virtual-first environment. -
An Increasing Number of Decision Makers
Today’s buying decisions involve more stakeholders than ever before, adding layers of complexity to the sales process. Sales teams must align with multiple decision-makers and ensure their solution meets the collective needs of the organization.
The Power of Trusted Partnerships
In a competitive, information-saturated environment, trusted partnerships are the key to long-term success. Tom explains that sales professionals who focus on building trust, offering valuable insights, and serving the buyer’s needs will stand out. Buyers are not looking for sellers—they’re looking for trusted advisors who can guide them through the complexity and help them make confident decisions.
Final Thoughts: Changing The Way We Sell
The future of B2B sales is clear: those who adapt, innovate, and prioritize trusted partnerships will thrive. AI, virtual selling, and information overload have changed the game, but with the right strategies, sales professionals can meet the needs of modern buyers and succeed in today’s competitive market.
As Tom Stanfill reminds us, success in B2B sales requires more than just tactics—it demands a commitment to serving buyers, simplifying decisions, and elevating your role as a trusted partner.
