Simply because, after production and accounting, sales and marketing are also experiencing their "industrial revolution". In the early 2000s, in many companies, the basic equipment of a salesperson consisted of a car, a telephone, an order book and a desktop PC.
Today's best salespeople never leave their smartphones, they have a mobile CRM and know how to take advantage of the new tools at their disposal, they know how to use new communication tools... This wave is overwhelming companies, so I'd like to offer you some ideas to help you ride it and avoid crashing into it.
Tweet: #ProspectionCommerciale : the current day continues to evolve in the 5th year after 20 years by @conseilsmkg - via @appvizer_FR#SalesProspecting: Sales will evolve more in the next 5 years than in the last 20 by @conseilsmkg - via @appvizer_FR
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CRM is no longer an option, it's a companion!
CRM used to have a reputation for being a "gas plant", a tool designed for managers... But things have changed! Modern CRMs are increasingly designed for salespeople and, increasingly, to be used primarily on smartphones. Added to this is the fact that companies are now organized in such a way that they need to have a CRM:
The multiplicity of communication channels and exchanges means that sellers do not have to remember anything, thanks to the CRM's ability to record emails, calls, and so on.
The proliferation of prospects through lead generation tools (white papers, Adwords, etc.) requires choosing priority objectives and automating the rest of the activity, so CRM becomes essential to manage priorities.
Salespeople no longer work alone in their corner, but collaborate with marketers who provide them with leads for which they are responsible, work with telemarketers who qualify prospects on their behalf... It is by sharing information that time is saved.
The financial world’s stranglehold on companies means that reliable reporting is essential if we are to predict portfolio trends and take corrective action without being cornered.
Preparing the sales force for new prospecting tools
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The salesperson has not yet become a "skilled worker" churning out quotes, but uae phone number list the pressure to produce is strong and is about to become a reality. The action plan consists first of analyzing your current sales organization to optimize its key elements.
Here are some key questions:
Do you have reliable data (current business portfolio, forecasts, etc.)?
Are all your prospects entered into a centralized database and followed up?
Do you have any prospect "reactivation" actions?
What are the activities that take up the most time for sales staff?
Do you have "competitive scorecards" to battle your competitors?
Do you have an idea of how opportunities are converted between the different stages (information form, solution presentation, etc.) and how it can be improved?
Once you have done this, define your priorities and the tools at your disposal. You can use appvizer to search for "solutions" to these problems, because in addition to CRM, the arsenal of the seller has diversified.
Social Selling and Psychology: The New Weapons of Sales 2.0
As the sales profession goes digital, paradoxically the human element has never been more crucial in sales.
Even though competition has never been so fierce, offers are often very similar to each other... in this case, the best way to convince is to differentiate yourself through services (pre-sales support, listening, personalized demonstrations...) and relationships. The first step is to bring the human touch back into your exchanges, such as including your photo in the email signature, showing images of your company, telling the story of the company and its vision... The second step is to use professional social networks, Facebook
