MAIN INSIGHT 61
Matt Davis
GLOBAL SALES DIRECTOR
What impact has the global pandemic had on customer relationships?
The global pandemic has shown us that loyalty has gone out of the window. Customers are now much more focused on price and the necessities of products & services. Businesses can counter this by using an appropriate level of human engagement to make sure that their customers feel special and that the solution being provided is just for them. If they continue to treat their customers as just a number, then the customers will reciprocate by judging the solution solely on numbers.
This principle also applies to new business. Prospects will always be able to find alternative solutions at lower price points in the market, so demonstrating the unique benefits of your solution to them is more important than ever. A one-size-fits-all approach simply will not do. This might make your sales processes longer and feel more arduous, but without patience and a clear display of benefits, your chances of winning the customer are significantly reduced.
How has sales outreach changed in recent years?
The days of telesales being the primary form of outreach for businesses are long behind us. The evolution of digital products has given businesses the opportunity to reach far more prospects at any one time across multiple channels. Proof of this can be seen in big brands adopting the latest channels, such as TikTok. Although it is debatable how much return on investment TikTok brings to bigger brands, they can’t afford to not be on the platform.
The key to executing any channel successfully is to make it easy for your prospects and customers to connect with you there. People have come to expect instant access to information whenever it suits them best, through the channels that they are commonly on. It wasn’t that long ago that messaging a prospect on WhatsApp would be seen as inappropriate, but expectations have changed so much in recent years that it is now welcomed by many.
The key to executing any channel successfully is to make it easy for your prospects and customers to connect with you there.
Tracking the activity of your buyers is crucial to success in a digital sales environment.
What does it take to successfully sell in a digital environment?
Tracking the activity of your buyers is crucial to success in a digital sales environment. This is particularly true if you sell across multiple industries. For each industry you need to be able to map out the typical buyer’s journey, what matters most to your customers and why they ultimately choose your solution. With this understanding it then becomes far easier to serve the right content to the right people at the right time of their buying journey.
Remember though that buyer journeys and preferences are constantly evolving, so tracking and improving must be a constant, iterative process. In modern business, you can’t afford to sit back and hope people will come to you. You have to proactively go out to them and understand which messages are working best.
Trint unlocks the power of speech. Their platform uses A.I. to automatically transcribe audio and video, making it easy to find the moments that matter. Trint connects teams for seamless, fast and secure content creation.
