As we enter a brand-new digital age that’s dominated by remote work trends – we need to recognize the effect that technology is having on our businesses. Undoubtedly, technology is transforming businesses and disrupting industries across. One of those industries that is greatly impacted is ‘sales.’ Today, cloud technologies are revamping the sales processes beyond anybody’s imagination. Realizing the immense benefits that technology has to offer, many organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp and improve sales processes.
Let’s look into how technology can help you improve sales processes. And also how it equips your sales team to fight off the competition and make more sales.
6 ways technology can help you improve sales processes
1. Cloud-based CRM technology
CRM platforms are great tools designed to help you get a holistic view of the customer relationship by merging marketing, sales, and customer support.
However, there is a slight difference between onsite CRM software and a cloud-based one. Though both of them have their own merits, out of the two, cloud-based CRM can prove to be more beneficial. There are many reasons for the same. Firstly, it frees up employees from onsite computers and servers. And secondly, when CRM data is stored in the cloud, it can be accessed directly from anywhere and at any time.
When deployed correctly, a CRM system can be extremely helpful for sales employees. Because, it not just simplifies and improves sales processes, but also enable you to get fast and accurate insights on
- What customers are doing
- What they’re drawn to, and
- When they are mostly likely to buy
In other words, CRM systems offer better visibility into sales opportunities. And allows sales leaders to track deals as they progress through the pipeline. By monitoring these opportunities, you can review stage, probability, and velocity to improve forecast accuracy.
In short, cloud-based CRM technology will provide you with all the relevant information you need to simplify your sales journey. Thereby, helping your sales team become more agile, effective, and productive.
2. Email Tracking Software
Tracking your marketing campaign’s performance is yet another crucial aspect of your sales process. That being said, just tracking your email campaign’s open rates, attachment opens and click-throughs are not enough to give you an edge over the competition. Everybody has access to such information. What you need is a software or a platform that can go beyond this – something that can provide prescriptive analytics!
There are many tools in the market today, that allow you to send personalized emails to a large audience list and capture important, real-time metrics that are business-critical. Thereby, providing you with all the details you need to improve your email marketing process. And boosting your sales army to reach more prospects and close more deals. The key lies in selecting the tool that best suits your sales requirements.
3. Social Media Platforms/Tools
Today, sales and marketing professionals are embracing social media platforms for attracting and engaging new customers – a crucial step to get a potential customer into the sales funnel. In other words, social media platforms provide a great opportunity for your sales professionals to interact and engage with many customers as possible at the same time – especially today in this remote work era.
In addition, today’s customers are more connected than ever. Thanks to social media platforms. Research shows that customers today turn to other customers’s reviews and recommendations on social media as a part of their product research.
Here’s a sales fact! Did you know, for the average customer – peer recommendations carry 10 times the weight of recommendations from salespeople?
Thus, it’s up to you to follow this trail of digital breadcrumbs from prospective buyers on social media. This will help you better target potential customers at the right point in their decision making journey.
To add on, studies suggest that 78% of sales professionals who use social media consistently outsell their peers who don’t. Therefore, social platforms offer a unique advantage for you and your sales teams. Most importantly, it provides you with this great opportunity to build and nurture relationships with customers – that’s critical for your business success.
4. Video Conferencing Tools
Video conferencing tools today are a great source of relief in this remote work era. And it acts as an enhancement tool for sales managers whose salespeople work remotely.
A web conferencing tool is a must-have today to ensure on-going communication between your sales team and your customers. This tool not just simplifies and improves sales processes but is indeed a life saviour. There are many video conferencing tools available today. You can pick the one that best suits your business needs. For instance, conferencing software like Zoom allows your sales team to instantly create conference rooms, with video conferencing and screen sharing capabilities. Also, you can create a Zoom Room, that allows you to create a permanent conference room at a set URL. So, in case a customer has a quick question – you can simply send them the link to your Zoom Room and conference with them on a minute’s notice. Now, isn’t that amazing?
5. Mobile Technology
The increasing use of mobile devices, such as smartphones and tablets, on one hand, has changed many aspects of the selling process forever. And on the other hand, mobile technology has also transformed the buying experience. That is, it has changed the way customers today research, evaluate, and purchase.
Combined with the use of a cloud-based CRM platform, your sales army will have easy, immediate, and remote access to critical customer and opportunity data. In addition, mobile communication and collaboration tools also enable field employees to work with real-time data, update and edit customer information in the moment rather than waiting until they return to the office.
As a matter of fact, research shows 93% of consumers who use their mobile device to research prospective products and services end up making a purchase. Thus, as sales professionals you should take this into account and make the most of it.
Without a doubt, mobile technology gives salespeople instant access to product specs and other tools that increase the effectiveness of their sales pitches. Thereby, resulting in higher closing rates and a better customer experience. And, when it’s contract time, mobile access helps your sales army to keep all your documents ready for the closing process.
6. Virtual learning platforms:
Salespeople today no longer have to wait for in-person events or classroom training to improve their skills. Thanks to virtual learning platforms and Learning Management Systems (LMS). These platforms ensure your sales people can take up training programs anytime, from almost anywhere. Undoubtedly, these platforms are a boon in this remote work era. However, It’s just not enough for salespeople to log on to an LMS, take a few quizzes, and log off. But it’s crucial to always engage your sales people and provide timely feedback to help them nurture and excel their selling skills.
Selling is mainly about developing relationships. And today’s technology tools are there to improve sales processes and enhance how we provide value to our customers and sales teams.