What Can Tech-Enabled Tools Do for Your Sales?
For most sales teams, the first months of a new year mean a fresh start in implementing the strategies needed to meet their sales goals. And one of the most impactful “must-have” tools of the seller’s trade is collaboration technology that make conducting business simple and profitable for sellers, as well as beneficial and positive for clients.
Working in sales is always a competitive adventure, so what should teams focus on to establish meaningful client relationships, meet quotas and optimize the technology available to them? I’ve outlined three focus points that can help give your team the edge.
Increase prospect collaboration
The professional relationship between a salesperson (or a virtual sales assistant) and their current or prospective clients is critical in making the sale.
Though it seems like “common sense” advice, connecting and collaborating with clients and prospects should happen before, during, and after any sales call or meeting. If your customers or prospects feel like they matter only when you’re trying to make a sale – you will hear about it and so will others! The White House Office of Consumer Affairs reported that news of bad customer service reaches more than twice as many ears as praise for a good service experience. Luckily, there are numerous ways to make connections with your clients throughout a sales cycle – in-person, through social media, and at networking events where your clients have a presence or sponsorship – opportunities abound.
And while a positive attitude and a firm handshake are great when you’re out making introductions and prospecting, today’s sellers know that the strength of customer relationships lies in understanding their needs. Aberdeen Group found that “Best-in-Class” organizations (the top 20 percent of respondents in sales performance) are leaders in understanding buyer business challenges, demonstrating product knowledge and mapping products to buyer challenges.
One way to do this is through tapping the power of collaborative technology. Aberdeen Group found that an amazing 67 percent of those same Best-in-Class organizations maintain either active or highly active levels of collaboration, as opposed to just 35 percent of all others. So take advantage of CRM or web conferencing tools that can help you gain insights and stay connected.
Maximize productivity on-the-go
On any given day, thousands of sales professionals take to the roadways and airways to meet with and pitch to clients; in 2014 alone, U.S. business travel spending reached $292.2 billion. But even when sales teams are traveling, it’s still critical to maintain productivity on-the-go.
In sales, time is money and when you waste one, you can lose out on the other. This means that even when unexpected layovers happen or a meeting start time coincides with a cab ride to a hotel, taking advantages of “downtime” to maximize productivity is the right move. Technology has completely revolutionized the ways business can be conducted on the road, benefiting sellers and their clients. The majority of sales people have mobile devices and today, rely on them more than ever to keep things business as usual, no matter where they are in the world. Inc reports that business travelers check their smartphones an average of 34 times per day, all while working 240 more hours per year than the average U.S. worker.
There are numbers that show how mobile devices, business apps and a company’s appreciation for technology can greatly impact sales cycles. Best-in-Class companies are 29% more likely to promote an “early adopter” sales technology approach than under performing companies.
With a variety of business-focused apps like WebEx, sales team members can meet with clients or connect with colleagues anywhere they are, thanks to a simple interface that’s accessible across a variety of devices and has features like screen-sharing across high-quality HD video.
Utilize the right tools
Realistically, you can only be as productive as the tools you have allow you to be. And one of the best tools sales teams can have in their arsenal is a web conference service.
According to a survey from Redshift Research, video conferencing is predicted to be the Preferred Business Communication Tool in 2016. Why is this such a telling statistic? Because even though sales teams absolutely love face-to-face interactions with their clients, they’re not always possible. But video conferencing is fully capable of filling these potential communication gaps.
I mentioned technology-enabled sales earlier. And it’s worth mentioning again because it enables the collaboration and connections sellers need and clients want. Aberdeen research noted that collaboration technology is 91 percent more actively used by Best-in-Class organizations. Web conferencing falls under collaboration technology and the benefits of video-enabled sales make a strong case for organizations that have not yet implemented them. In the same research, Aberdeen found a 1.7 greater increase in video-enabled sales rep’s CRM year-over-year and that a 43 percent higher effectiveness in aligning offerings to prospect’s business challenges. In other words, video conferencing gives sales teams the room to optimize their connections with face-to-face appeal that can lead to overall organization success.
A few months into the new year, what tech-enabled tools have you used to make the connections that matter? WebEx is one of the most powerful collaboration tools in the market, used to host more than 20 million meetings every month. Recently recognized as a leader in the industry by Gartner, we welcome you to join us on a live WebEx demo session so you can see just how powerful and productive your online meetings can be.
Jun 17, 2021 — Arnaud Caigniet