Digital transformation in sales will revolutionize customer relations, sales tools and sales tactics. Modern analytics provides businesses with customer insights, and AI automates routine tasks and uncovers the best leads.
The Salesforce Platform enables anyone, even with zero experience, to build game-changing applications. In other words, the sales landscape is changing rapidly, and today's sales professionals need to be equipped with sales tools and tactics to keep up.
But which new sales tactics and sales processes actually work, and which sales tools take customers to new and better places?
Selling in a New World: Sales Tactics That Changed the Sales Process
The traditional sales process has been transformed by the new climate. Digital options such as video conferencing, artificial intelligence, mobile sales apps, CRM systems and insight selling have replaced face-to-face interactions. These new methods required new tactics.
Sales tactics used to increase conversion rates in the new normal and beyond
some of them are:
1. 80/20 rule:
The days of hard selling are over. Now we are in days when it is difficult to listen. Many sales teams have adopted the 80/20 rule. This means they spend 80% listening to their customers and only 20% talking.
2. Positivity made personal:
Many of today's sales strategies are driven by psychology, such as the use of positive reinforcement. By identifying real, admirable qualities in customers, sales teams can develop more authentic connections.
3. Good attitudes carry you through tough times:
Using positive language and reinforcing positive thinking can often create a positive mindset in customers. This is especially important in times of crisis when doubt and uncertainty are common. Many clients are looking for well-spoken and more meaningful relationships.
4. Data-driven persistence:
The digital transformation in sales has led to vast amounts of data. Sales teams use this data to create a holistic view of their customers. Some teams even use data to understand how many times they should contact a particular lead, what channel they should contact them through, and when is the best time to follow up.
5. Appeal to introverts:
Not every customer is ready for a short chat. Sales teams should be solution-oriented in reaching introverted people. Fortunately, the digital transformation in sales has introduced a number of new ways to communicate with customers. There are a variety of channels you can use to follow up with a customer, whether it's through email campaigns, targeted ads, or chat. For example, using email to reach introverted prospects is leading some businesses to huge profits.
Digital Transformation in Sales: Game-Changing Sales Tools
The sales process is being transformed by new sales methods and shaped by technologies such as artificial intelligence. Salesforce According to the State of Sales report, 65% of top performers use automated sales tools for quotes, compared to only 30% of low performers. It's clear that top sales teams will continue to leverage technology to thrive, while underperformers should look to close the technology gap.
Here are some of the best tools for sales professionals today:
Sales Cloud : Sales teams can now structure quotes, control pricing, manage subscription billing, and close deals all in one place.
Pardot : Pardot is revolutionizing B2B by enabling organizations to deliver a B2C-like customer experience, closing more deals and creating more pipelines.
Sales Cloud Einstein : Einstein AI provides sales teams with free reps to automate repetitive tasks and focus on more important things like their customers. Turn data into deals with Sales Cloud and Einstein.
AppExchange : AppExchange allows users to search through pre-made, easily customizable apps to find the right one for them.
Salesforce Engage : Salesforce Engage gives reps the ability to create personalized campaigns, track active leads, leverage sales tactics, and better understand their prospects.
Building trust is more important than ever. The Salesforce State of Sales report presented the following statistics:
86% of reps say current conditions have increased the importance of long-term customer relationships.
83% of reps say they have increased the importance of building trust before a sale.
80% of reps claim they have increased the importance of building trust after a sale.
In an age where digital transformation in sales is reshaping the business landscape, new sales tools and tactics are bound to grow. Although virtual tools and follow-up tactics do not replace human contact, they can still be useful for engaging with customers.
Here are a few examples of how to quickly follow up with a lead and/or become a sales lead online:
Email: Use your customers' names in the subject line. Be careful to use friendly sentences rather than catchy and general sentences.
Online chat: Consider using an automated chatbot on your website to quickly address your customer's questions and/or concerns.
Social media: Since most information is consumed via mobile devices, it's a good idea to create several social media accounts to connect with your customers. Instagram, Facebook and Twitter continue to be some of the most used social media platforms. Your business should definitely be active on social media platforms.
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