The continuous evolvement in the purchase process has resulted in increased complexity, higher customer expectations, and shifting funnel dynamics. Along with the evolving purchase process, sales technology has also come a long way in the last decade.
Today, we see many sales managers and salespeople always glued to their screens, devices, apps, and online tools. The new tooling has disrupted the sales process immensely. Further, it has also changed the way representatives communicate and engage with their teammates, customers, and even the prospects. When it comes to communicating effectively and building rapport, having the right technology helps tremendously.
With the adoption of the latest sales techniques and technologies, 95% of B2B organizations have begun setting more aggressive goals; of which 75% of companies are aiming over 5% year-over-year revenue growth. As per a recent industry study, organizations with sales enablement technology had three times the revenue growth rate than those companies without the technology.
So, if your team is evaluating the new communication tools, make sure you have a look at the following technologies!
Enhance business productivity with the following technology:
- Mobile Devices
The sales team should remain well-connected while on-the-go just as they are in the office. Thus, having a mobile solution with a dedicated number that one can access from any device (be it iPad, laptop, or smartphone) is essential. It centralizes business calls, texts, and emails at a single place and lets the sales team access it irrespective of where they are. This reinforces an individual’s selling skills and productivity tangibly.
- Virtual Learning
Nowadays, it is no longer essential to wait for in-person meetings or classroom training to improve selling skills. The credit goes to Virtual Learning (VLT) platforms and Learning Management Systems (LMS). Sales managers can educate salespeople with ways to communicate and engage with prospects and clients. This, in turn, can help the sales team improve their conversations.
If you can integrate all of your business productivity apps, systems, or software to make work easier, why not your communication system? Deploying the right tools allow your sales representatives to log call notes, sync calling activities, view the prospect email chains, scan their LinkedIn profile, and do much more without swapping windows.
Approximately 40% of companies say that scattered information and data restricts their sales performance. For example, most companies use Customer Relationship Management (CRM) platform as its contact management tool. But, only a few of them utilize the inherent capabilities of CRM. You can spare some time to set up your CRM tool in such a way that all the information and data that your sales team require is at their fingertips. It will help you track your prospect’s interests and thus enable salespeople to use it wisely in their next conversation. It helps the representatives to deliver the right message at the right time while focusing on their sales objectives and turn a prospect into a sales lead. This results in about a 40% increase in closing deals and 50% decrease in customer churns.
- Artificial Intelligence
Voice intelligence tools like internet or virtual phone number system work as the perfect sales conversation technology for your sales team. Apart from call transcription, they offer a multitude of calling features that enables the representatives to take notes, record specific details, hear the managers live, and gauge how to respond to common questions, concerns, and objections of customers.
- Social Networks
As millennials are entering the sales team, social tools are getting more attention. Instead of using several networks, you must encourage salespeople to focus on cultivating a high-quality presence on critical social networks. To specify, concentrate on the ones that your customers use the most. For example, most B2B sales take place over Twitter and LinkedIn. So, leverage them, particularly.
Ultimately, technology can double as an extraordinarily powerful tool to boost a company’s sales. With this in mind, companies are increasingly embracing and relying on sales technology and committing to modernize their salespeople. If you have decided to deploy the above techniques, here’s how you can leverage them to improve your sales conversations.
- Video Conferencing
People are more likely to buy from someone whom they feel they know and trust. Building a personal relationship over the phone is quite challenging. Moreover, private meetings might not be practical at all the time. New communication tools like web and video conferencing can work as great alternatives here. Your sales team can make use of Skype and other web online tools that are affordable for even the smallest businesses.
Such practice helps your sales team build a rapport for your brand by providing a personalized overview of your products and services to potential clients.
Let’s discuss some use cases that prove how deploying the right technology and help improve sales conversations.
Extending Sales Resources
Several tech tools enable your sales team to collaborate with sales managers. It is of utmost importance while selling some complex products. For example, your salesperson is selling a complex IT product wherein he may not be able to answer all the questions alone. In such cases, collaboration tools help your salesperson, client, and the company’s expert come together over a single interface and resolve the queries. This can help close a sale.
Maintain Contacts throughout the Lifecycle
Suppose that a customer is using your product or service for an average of two years. Providing support and building relationship during this period can play an essential role in deciding whether the customer will repeat doing business with you or not. So, you can maintain contact with your customers on social media and email. You can call them occasionally to check if they have any concerns or suggestions. Additionally, you can send links to instructional videos or new web content that may add value to your customer relationship.
Simplifying Customer Communications
Customers expect to access the necessary details and make primary decisions themselves without requiring your salespeople. So, offer a library of downloadable forms, brochures, and manuals on your website. Develop a Frequently Asked Questions page that comprises of the queries that the sales team encounters the most and solutions to it on your website. It can be of great help not only to your prospects but also to train the new joiners in your sales team.
With the evolution in B2B sales space, traditional methods have become less effective. More and more companies are increasingly embracing and relying on sales technology and committing to modernize the salespeople. Today’s technology and tools are there to enhance how you provide value to your customers and your sales team.