The modern sellers is one who takes advantage of the available sales technology. In order to stay competitive in today’s marketplace, they need to understand how to leverage the various tools that allow them to access more information and data, analyze customer profiles, track performance, and interact with customers more efficiently.
Today’s sales market is drastically evolving. Because the purchasing experience has progressed in terms of sales complexity, power of buyers, high expectations, and distant buying and selling, businesses can’t sell the way they used to.
According to DocuSign’s B2B Sales in 2020 Strategies for Success Report, 74% of sales teams are reacting to these shifts by investing in new technologies. This is supposed to provide them competitive advantage by providing them with additional skills that will allow them to complete more deals faster.
This has, in some ways, resulting in a technological arms race among revenue teams. The objective is to integrate several technologies to create a modern sales process that outperforms the competition in terms of providing what today’s buyer needs.
But with the evolution of sales technology used in today’s market comes the developing relationship between sellers and this tech as well. This relationship is important to define so sellers can take advantage of the benefits these techs offer.
Sellers and Technology: An Evolving Relationship
Given the aforementioned considerations, it is logical to consider how your sales team may use technology in lead generation, to identify the highest-quality prospects, reduce the sales cycle, and close transactions faster.
The relationship between sellers and tech has truly changed, and here are some of how sellers may benefit from this.
The use of big data by predictive analytics systems to estimate future sales performance
Analytics tools collect data and trigger signals and display them in the form of quick-to-create graphs, charts, and other presentations that are simple to comprehend. In addition, Predictive analytics, in essence, takes the guesswork out of sales prediction and demand generation.
More up-to-date and precise data, frequently in real-time, now aid sellers in identifying areas where efficiency may be improved, leaving more chances for them to concentrate on completing sales.
The increasing availability of machine learning and automation
A seller can utilize automation for sales enablement in a variety of ways, including lead creation and lead scoring to qualify leads. Setting up follow-up procedures, designing tailored email templates, monitoring compelling event signals, and tracking calls are all things that sales automation software may help modern sellers with.
The capacity to communicate across several channels to keep buyers connected at all times
The availability of sellers has increased as a result of sales tech advancements. Buyers may contact them at any time via phone, text, chat, or email. This means that increased accessibility lowers the likelihood of a missed sale.
Saving time and time using tools for efficiency and data reporting
Time-consuming and error-prone techniques for evaluating performance and data are obsolete. Automated reports show sellers where inefficiencies exist in their sales processes and provide precise information on call volume, leads produced, and transaction closings.
A word of caution, though: the human factor still plays a role in the sales cycle at various stages. Automation will aid sellers in the streamlining of sales operations, but it should not completely replace them.
How Can Sales Teams Integrate Sales Technology Better?
According to the Gartner Future of Sales 2025 research, by 2025, 60% of sales companies will have switched to data-driven selling rather than intuition or experience-based. This is because buyers opt to interact with suppliers via virtual and self-service platforms.
This means that it is quite likely your revenue teams are already utilizing technology in some way. Your team, however, may operate more effectively by connecting platforms and technologies being used to create a unified source of data and info with only one set of login details.
A cloud-based software phone system usually referred to as a VoIP system, is the ideal place to start. These systems are simple to set up and much simpler to utilize. There’s no need to be concerned about losing crucial consumer data that you’ve saved. Your sellers should begin to become familiar with cloud technologies to maximize their efforts.
Begin by integrating your cloud-based phone system with sales-oriented CRM software. This is a simple technique to coordinate sales and marketing divisions so that they complement rather than compete with one another. You can simply track customer experience and engagements and enhance efficiency and, as a result, conversion rates by combining programs.
You can also reduce the amount of time you spend entering data by automating it. To reduce the sales cycle, enhance conversions, and develop more accurate sales projections, use analytics to acquire important information.
You can examine enormous quantities of call data fast using analytics packages provided by your cloud phone system or other software applications. Set up an automated email sequence to nurture prospects over time and monitor them for better insight.
Members of the sales team should be given access to the customer’s call history and other information. Customer accounts are kept up to date using software connections, which are typically done in real-time. Any member of the sales team who takes a call has immediate access to the call log and other information about the sale’s status. Sellers are constantly aware of who the client has spoken with and how the interaction concluded.
You’ll need to be selective about the sorts of software applications and tools you use once you’ve discovered the benefits of the numerous capabilities of your cloud-based phone systems. Your salespeople will benefit greatly from the correct software integrations. However, incorrect integrations, or having too many tools that your sales agents aren’t using, might hurt your sales.
The digital age is here, and unless your business acknowledges the impact of technology on its operations, you may be left behind. Many current technologies, such as chatbots, messaging, and machine learning, are already fully integrated into modern and innovative selling methods.
Top salespeople don’t just use technology; they make sure it helps them achieve better outcomes and close more deals.
To be of genuine benefit to your consumers and to establish what your brand represents, any technology must be used with care.