Post by account_disabled on Mar 7, 2024 0:05:07 GMT -6
Business runs, it's in real time, and Digital Sales is the answer to the need to structure a fast sales organization . Remaining anchored to a traditional SalesOps management model (in which the sales force is alone at the centre), to the minimal use of insights and silo management of information, means becoming obsolete and inexorably losing competitiveness. On the contrary, it is necessary to reverse course, first of all in the mindset, and then proceed to create fast processes, use the right technologies, leverage data and involve the target audience . This is now the only way to return to guiding the buyer journey , even in B2B.
As with marketing, the path to follow for sales is digitalization, which is Germany Phone Number where Digital Sales comes from . But how to put this path into practice? Information changes the role of sales The era in which the scarcity of information was a reality and the sales manager almost enjoyed a position of dominance over the potential customer is over. The information asymmetry that was created between the parties allowed the sales force to have a competitive advantage on the market, governing a territorial area or a specific product category. Why? Simple, information moved slowly. Then came the internet. And everything has changed. Today the web and social media make an infinite amount of information available to buyers, we talk about the paradigm of information abundance . On the contrary, the resource that is in short supply in this historical moment is attention.
Traditionally, marketing and sales exploited “rented” attention, created by third parties, such as a television program, a song on the radio or a stand at a trade show, which already had their own audience. Today the focus must necessarily shift towards the construction of "proprietary attention", created and governed by the company itself. Here is all the difference: the buyer journey, even in B2B, has transformed into a process of searching for information and evaluating alternatives; therefore, the sales process must also transform at the same time, definitively changing the role of the sales department . This revolution is confirmed by the numbers. B2B sales are becoming increasingly complex, on average 11 to 20 stakeholders are involved in a purchasing process , generating up to 152 interactions , which need to be kept track of.
As with marketing, the path to follow for sales is digitalization, which is Germany Phone Number where Digital Sales comes from . But how to put this path into practice? Information changes the role of sales The era in which the scarcity of information was a reality and the sales manager almost enjoyed a position of dominance over the potential customer is over. The information asymmetry that was created between the parties allowed the sales force to have a competitive advantage on the market, governing a territorial area or a specific product category. Why? Simple, information moved slowly. Then came the internet. And everything has changed. Today the web and social media make an infinite amount of information available to buyers, we talk about the paradigm of information abundance . On the contrary, the resource that is in short supply in this historical moment is attention.
Traditionally, marketing and sales exploited “rented” attention, created by third parties, such as a television program, a song on the radio or a stand at a trade show, which already had their own audience. Today the focus must necessarily shift towards the construction of "proprietary attention", created and governed by the company itself. Here is all the difference: the buyer journey, even in B2B, has transformed into a process of searching for information and evaluating alternatives; therefore, the sales process must also transform at the same time, definitively changing the role of the sales department . This revolution is confirmed by the numbers. B2B sales are becoming increasingly complex, on average 11 to 20 stakeholders are involved in a purchasing process , generating up to 152 interactions , which need to be kept track of.