Sales is the lifeblood for many businesses but how do you stay connected with customers in a fast changing world of restrictions and advice around working from home, without the additional time and expense of creating two separate sales tools and strategies? One for remote and one for face-to-face.<\/p>\n\n\n\n
\u201cBuyers increasingly expect their (sales) experiences to be open, connected, intuitive, and immediate. They demand that sellers understand and align with their needs and work with them toward a common set of goals throughout the buying process. Successful sellers understand these needs and adapt their approaches.\u201d <\/span><\/em><\/strong><\/strong><\/p>Forrester 2020<\/strong><\/strong><\/cite><\/blockquote>\n\n\n\n
Flexibility is the Key To Future B2B Sales Success<\/strong><\/h3>\n\n\n\n
This is where digital sales enablement tools come into their own and can be key to future sales success. Many of the businesses that we worked with recently had no experience of these technologies. With our guidance they were able to innovate at speed, effectively accelerating the timeline of their B2B sales digital transformation.<\/p>\n\n\n\n
It was primarily a reaction to Covid-19, but buyers liked it\u2026.<\/p>\n\n\n\n
\u201c70-80% of B2B decision makers prefer remote human interactions or digital self-serve. Why? Ease of scheduling, savings on travel expenses and (currently) safety<\/em><\/strong>\u201d <\/span><\/em><\/strong><\/p>McKinsey, Oct 2020<\/em><\/cite><\/blockquote>\n\n\n\n
Staying connected while WFH<\/strong><\/strong><\/h4>\n\n\n\n
Sales enablement apps, designed to enhance and support face-to-face conversations, are equally powerful virtually.<\/p>\n\n\n\n
\u201cIt has made life so much easier, especially in the virtual world! The app allows me to access and browse all the sales materials I need in one place, so that I can easily show or send it to my customers and colleagues. The app is easy to navigate, looks really professional and allows me to deliver sales material in an effective way.\u201d<\/em><\/strong> <\/em><\/strong>
<\/span><\/p>Katie Bell, Senior Territory Manager, Coloplast<\/em><\/cite><\/blockquote>\n\n\n\nSales reps can share all of their most valuable information \u2013 videos, presentations, brochures, images, facts, statistics and 3D models \u2013 using an interactive sales tool making for an intuitive and engaging buyer experience.<\/p>\n\n\n\n
As interactive sales tools are centrally managed they acts as a single source of truth, used by all the sales team, irrespective of whether they are in the office or WFH. By using video conferencing and sharing the interactive online sales reps can replicate a similar experience and conversation with their customer, as if they were still face-to-face. <\/p>\n\n\n\n