Everyone talks about the growing dependence on digital, and yes, it is true that seamless technological integration is an absolute for all organizations at this point. However, what many do not seem to touch upon in this discussion of technology is what technology should be used. We thought we should offer some tips on what is ushering in the new value in sales enablement.
With so many options for sales enablement technologies, it often becomes difficult to find the right technology that suits your specific needs. While yes, there is definitely a lot available, businesses must be able to identify and invest in the technology they need, not what they might want. Our goal is to help our customers get more value of investments in technology and digital transformation.
There are some sales enablement technologies that are definitely worth the investment and provide B2B sales rep with real value but it is important to establish what types of technology you should be seeking out.
Identifying the right spheres of technology that accomplishes this is the first step in the research process and will help provide a blueprint of what you should be seeking out from these technologies.
1) Efficient content delivery
The biggest focus for technology for any organization? Finding methods to efficiently and quickly deliver content across a variety of devices while giving you the option to segment and target. B2B sales reps often struggle with finding simplified means to deliver content on devices such as tablets and pitch to prospects in a timely and efficient manner.
But this a key area where sales enablement technologies can help bridge the gap, and provide sales reps with the means to deliver content quickly (especially in cases where topics may be time-sensitive) and cultivate better relationships with prospects across the sales pipeline.
2) Algorithm-driven solutions
The current reliance on technology is driven by finding the right algorithm-driven solutions that can help your business. However, this might sound a little vague in the beginning until you dig a little deeper within the solutions that are currently available.
In this arena of technology, the focus must be on finding algorithm-driven guided selling and sales acceleration solutions. These can help automate manual sales actions that are expected of sales users, thereby driving efficiency and speeding up the sales process.
This is the best solution for finding ways to build technologically convenient solutions that will satisfy both sales rep and customers without sacrificing the quality of the experience.
3) Virtual digital sales assistants
Sales is a fast-paced aspect of the business that requires constant monitoring and attention to ensure that each customer is able to get the information they need quickly without a constant reliance on sales to manually deal with routine queries and questions. Enter the AI-powered intelligent assistant.
What might this look like from a technological standpoint? Implementing virtual digital sales assistants that can fundamentally change how users interact with sales technology. This is extremely necessary from both a customer service perspective, as well as integral in managing inbound leads for long-term sales strategy.
4) Mobile-specific interactions
More and more customers are accessing website and contents from their mobile devices, so organizations must search for ways to make those mobile interactions seamless on the customer end while still providing them the right information.
The real value in providing information on mobile devices is that is can be instrumental in guiding the interactions with customers and providing that human touch. These interactions can be based on engaging users in conversations in trends and topics the customer is facing and learning more about the customers themselves to provide them more targeted information.
Ultimately, the right sales enablement technologies will find ways to balance automation and efficiency for B2B sales reps while still providing a personalized, human element throughout the sales process.
Companies that are able to strike this balance will see great returns on their investments and will drive long-term success, but it will likely take some patience and research to find the right technological solutions to fit your business needs.
To hear more from Scott, be sure to connect with him on LinkedIn – and stay tuned for future updates coming your way next month. Does this sound like something you would like to do? Good news.! We are offering a free consultation, contact Birst Group for more information.