Remember the days when sales deals were closed over lunch in a restaurant, in conference rooms, or on the golf course?
Covid-19 has changed our world and turned our lives upside down. The B2B landscape has also changed dramatically over the past year. We used to meet face-to-face with customers and prospects. Now, sales acceleration is amping up the sales cycle for enterprise organizations. Sales teams must depend on technology to sell in this new digital environment.
According to a McKinsey report, a whopping 97% of executives claim the pandemic has sped up their company’s digital transformation. That means salespeople must interact with customers and prospects where they are – on digital platforms.
Here are 9 steps you can use to create a digital sales acceleration and transform the way you sell:
Adopt a mobile-first approach
Sales acceleration allows enterprise organizations to use mobile sales enablement tools that truly captivate prospects and help them convert to customers. Sales teams need access to dynamic sales content that is available across multiple platforms. The migration to mobile devices – smartphones, tablets, Web versions, kiosks, etc. – has given B2B companies a way to cost-effectively interact on any device. Regardless of location, sales teams can get content into the hands of those who need it most – sales teams, prospects, customers, partners, and more.
Create knowledge experts
Enterprise organizations must empower their sales teams to be knowledge experts for the company – sharing relevant content with anyone who needs it, such as products, services, specifications, and more. Offer onboarding training to your new sales reps to help them learn more about your organization and what you do.
Train your sales team with microlearning
Microlearning operates under the premise that smaller amounts of content are delivered in shorter sessions. It’s a more effective way of learning and retaining information versus taking on information in large chunks. Microlearning delivers access to ongoing training and content, and can even deliver a refresher on previously learned content.
With microlearning, people typically learn faster, retain more information, and remember it for longer periods of time. On top of that, people can learn at their own pace and have a sense of control of what’s being learned and how they learn it.
Understand the customer journey
Take the time to map out the customer journey. This is a critical piece of the puzzle in creating a digital sales acceleration. It should also represent your actual sales process. The objective should be to establish the customer life cycle in stages and to track the sales progress.
81% of sales executives cite content search and utilization as the top productivity improvement area.
Customers spend less time with reps
Gone are the days of scheduling in-person meetings. These days, sales transactions are taking place via virtual conferencing. Most customers have more responsibilities and feel like they have less time in the day. It’s important to know who is ready to buy, what will resonate most for them, and what to offer for that customer.
Customers want knowledgeable reps
When a prospect engages with a sales rep, they expect them to be solutions experts, respond to questions quickly, and help solve the customer’s problem. With a sales acceleration mobile app, sales reps will have everything they need to know right at their fingertips, in real-time.
80% of customers say the experience a company provides is as important as its products and services.
Redefine sales resources and roles
In this new virtual world, sales teams have evolved into types of “sales specialists,” collecting quality leads and driving them to closed deals and lasting relationships. Now, there are more complex roles and even specialized sales roles. In the past, reps were often responsible for a regional territory. But in today’s climate, it’s possible to sell across the United States, and even globally if sales reps have access to the right connections.
Offer coaching and training opportunities
Your sales reps are your biggest asset. As a sales leader, one of your most challenging responsibilities is to motivate sales reps. It’s important that you provide coaching and sales training opportunities to your reps. You can empower your sales teams by supporting them and helping them to perform their best every day.
READ MORE: 6 Ways Covid-19 Changed How B2B Customers Buy
Consider an enterprise mobile platform
At CatalystXL, we want to help you quickly and easily share information and foster collaboration across your entire organization. We can deliver a no code, custom branded enterprise mobile platform that unlocks answers and provides insights via our Cardware™ platform – sharing categorized content in a powerful flashcard format.
Book a demo today!