About the report
Explore our 'Under the Hood' report to discover:
- Tactics AEs swear by, to dominate 2024
- How salespeople truly feel about their buying process
- Sales-to-customer success handover challenges and how to fix them
- Sales teams' beliefs on boosting win rates
- #1 priorities for revenue leaders and AEs
As we look ahead to Q3, the landscape for Account Executives is evolving at an exciting pace, with trends poised to redefine how sales folks prospect, engage, and close.
The future for AEs is not just about selling; it's now about becoming strategic advisors to their buyers and guiding them on the journey ahead.
Personalisation is the name of the game, with AEs leveraging buyer intent signals and a tech stack that tailors experiences suited to each of their buyers’ unique needs and individual challenges.
In this report, we reveal how hundreds of interviewed AEs and revenue teams really feel about their current sales strategy.
We explore their thoughts on their sales and onboarding process, their relationship with their tech stack, and how they weave personalisation into their buying process.
This is a unique insight into the minds of AEs and revenue leaders across SMB, mid-market, and enterprise teams in 2024.
About trumpet
At trumpet, we make buying software super easy by smoothing out buyer-seller interactions in collaborative, personalised, and trackable digital sales rooms.
You can share sales content, videos, demo recordings, mutual action plans, proposals, forms, surveys, e-signatures, and more—all in one centralised place.
From post-demo follow-ups to proposals, deal closures, onboarding, and account management, trumpet keeps your prospects moving smoothly along their buyer journey.
Report key themes
1. Sellers are turning to interactive content to close deals
It turns out that 64% of Account Executives are now using video content in their sales strategies. They’re doing all sorts of things, like sharing demo call recordings and giving detailed video overviews of pricing and proposals. Why? They want to make things more personal and engaging for their prospects, which helps them close more deals.
2. Account Executives and Revenue leaders are not too happy with their buying process
We found out that a whopping 26% of revenue leaders think their current buying process needs some serious work. This shows that a good chunk of leaders know there's room for improvement.
3. Personalisation is top of mind for all sellers this year
95% of the salespeople we talked to said they always customise their follow-ups, showing just how much they care about making their communication fit each buyer's unique needs and preferences. This dedication to personalisation highlights how AEs are becoming more like strategic advisors who focus on building meaningful and lasting relationships with their buyers.
4. Salespeople crave collaboration with customer success
A lot of AEs saw deals fall through when passing them to Customer Success, with 74% saying it was because they didn't work together well. By boosting this teamwork, they want to cut down on deal drop-offs and avoid churn. This shows just how important smooth collaboration between sales and customer success teams really is.
5. All sellers agreed that access to more stakeholders is key to improving win rates in 2024
82% of Account Executives count on a champion to push product sales internally, but this tactic has its challenges—over half admit it's tough to reach more stakeholders beyond their champion. This highlights the need to create strategies that engage a wider range of decision-makers within target companies for a more complete and effective sales approach.
