'Traditional sales' faces new challenges
It is harder than ever before to meet with prospects. Meetings' purposes are changing. Online research is the new normal, and first engagement is digital - live chat being the leading channel for over 5 years. Many buyers prefer to order without human contact.
Responding to this new age, sellers are advised to:
- Ensure marketing content and product data is informative and searchable
- Understand and manage the quality of customer interaction in digital channels
- Automate repetitive tasks like prospect qualification or need/solution mapping
- Focus staff on relationships, areas of judgement, navigating complex customers
Leading organisations are taking new opportunities to influence. Moving online with dialogue to understand customer needs and providing bespoke advice at the point of purchase. Solutions are configured online. Custom build items are designed.
Digital marketing is now complemented by online chat which, if well managed, builds revenues in the growing online markets. Many tasks of salespeople can be automated and delivered through advanced software in these digital channels, building scale, improving quality and enhancing customer satisfaction.
Contact us to discuss how we can open new 'sales doors' for your organisation.