Technology as a means of sales
Introduction
Technologies allow more, with less. The one who is not at the forefront with these new technologies will lose efficacy and information. Some examples of this are data management, knowledge management, training and sales feedback, the latest CMS generation, recommendations generators and novelties by email. Data management allows us to understand the effectiveness of sellers, their profiles and for what sales tasks are more appropriate.
Developing
Thanks to data management, customers and prospects can be known much better. Regarding knowledge management, training and feedback, new tools are emerging that manage and optimize commercial knowledge for the good of the entire organization. Among other things, they form the commercials better and more quickly so that they can retain more information and apply it at the right time. In addition, they encourage commercials to share their best practices for the good of the entire organization and its context.
CRMS’s latest generation has the seller at its central point. They no longer seek to be a large customer database, but to help companies sell more. To do this, they try to help the seller as much as possible. These tools are much simpler, guide the commercial to get each new sale, they are managed by voice, they make automated reports and give information (data) of what is happening. All this, without the seller having to do any additional work.
The new CRMs are being imposed more every day because the effectiveness of commercial departments is significantly increased and helps them generate new business. Recommendations generators are also very important as companies such as Dropbox, PayPal or Uber, have grown abysmally thanks to the recommendations. There are specialized platforms in generating recommendations among customers who follow the principles that have worked so well for these companies.
Finally, email, although it has more than two decades among us, continues to be one of the best allies of commercial departments. Allows you to send a specific and direct message to your client or prospect. Application developers know very well and are creating new technologies that help commercial departments to squeeze this channel as much as possible. These options allow you to be much more effective and know the customer better. Very clear and client -directed messages. The different communication channels are saturated.
If you want the messages to really be effective, they have to be more relevant, clearer and completely aimed at the client’s need. In this way the client will pay attention. The current market is in a battle to gain positions, therefore organizations seek to be the first to show that a product and a brand are needed. In this context, and with communication oversaturation, it is increasingly important to have a clear and relevant message.
conclusion
The specialization of sales force. Traditionally, the same commercial began contact with the customer and closed the sale. This situation is not ideal. The specialization of the sales force allows the best professionals in each position and that the entire equipment and sale process is much more productive. Thus, companies that are specializing their vendors to identify and attract ideal customers who arouse interest in the product.
This is one of the traditional marketing and sales functions. Prospectors are those who go out to look for clients through actions such as cold calls, cold contact, networking. Those who "close", who welcome those interested clients and then manage them until they make them clients. It is of no use to turn your back on the future of the times. Changes in sales are a fact and the seller who does not adapt, will not survive.
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