We have to establish the great difference between sales teams that have incorporated digital tools into their processes and those that have committed to digital strategies to improve the efficiency of their management, control, coordination and of course, remote closing capacity.
What are digital sales?
In an increasingly digital environment, digital sales strategies are the natural response to the formation of more sophisticated consumers, more digitally skilled and with higher expectations.
Digital sales represent the ability that businesses develop to build relationships with users and consumers taking advantage of digital channels, social networks, online media and internet strategies.
According to LinkedIn, sellers and commercials who leverage digital selling generate more sales opportunities by 45%.
How business teams can leverage technology and social media to achieve faster and better results.
What is the state of digital maturity of your company?
The first step is to identify if the commercial area is capable of supporting a true transformation from digital, that is, if the internal processes have led them to act beyond the basic or traditional process, which would be something like:
- Cold calling,
- set exploration meeting date,
- send a mail with a quote,
- possible adjustment of this,
- business approval or rejection
- end of business
Yes, it is exhausting and frustrating because, from the initial step to the end of the business, the conversion rate is very low. In a time of conjuncture (such as the national quarantine), where large companies are in remote work and no one answers the PBX, it is even worse.
For a digital transformation process in sales, the sales team must be clear about:
- The sales process (which must be documented and standardized)
- Each of the digital assets at your disposal (and those that you can or should request)
- Your role in the relationship Marketing & Sales.
What components indicate the level of digital maturity of the sales area?
Elements to identify the level of digital maturity of the sales force
You may be wondering if these steps occur simultaneously and the answer is … no. It is ideal to carry out a gradual and systematic process because each stage must be strengthened before considering the next.
It will be useless, for example, to implement a CRM that contributes a high value to the operation and allows to know in detail the contacts and their activity, if the data entry process has not been optimized and established before.
Growth tip: don’t neglect your seller # 1: your website.
How do we do it at Tajarat properties?
We have designed a process that has shown effective results and that transversally impacts the different areas of organizations, mainly marketing and sales.
This process is known as enabling sales teams.
Enabling sales team for digital sales process
Methodological qualification
We evaluate what they do and how they do it, the digital assets and existing tools, we meet the team, we verify the understanding of functions, we understand your presence.
Technological enablement
Based on the previous diagnosis, we involve the team with the basic functions of the technological tool with one objective: Provide autonomy and understanding.
Methodological qualification
We build support material and train the team to understand how to use it. They will learn to carry out a structured and standardized sales process. We optimize the tool to facilitate coordination, monitoring and control processes.
Continuous improvements
Month by month – for a period of time determined by the objectives and size of the sales team – we will monitor technological and operational learning until we verify that they have the correct bases to continue on their own and, furthermore, that they will be able to replicate this knowledge. to new members until it becomes part of the organizational culture.
Lead generation forms: a guide for a user to complete your form
Learn 5 keys to optimizing your forms, enriching the data of your lead generation process and improving the sales opportunities of your business.
In the process of lead generation or generation of online demand, there is a fundamental element that allows, in addition to obtaining key information, identifying users, knowing their interests, understanding their needs and converting visitors into potential customers: the forms.
Publishing forms, waiting for people to fill them out to create or generate leads, is common in digital marketing.
Lead generation forms: what is a form and how does it work
The resource to fill out fields has been around almost since the first modern website was created.
A form is basically a web resource designed to capture emails and other relevant data from potential clients, the most common being contact forms, registration forms and subscription forms.
In our case, we started with a contact form, which people had little faith in.
Almost no one answered you after filling it out, so we preferred to call.
Now that we are talking about “lead generation” or generation of prospects, forms are still being used, although this time more complete and with the purpose of generating sales opportunities.
Schedule advice and know-how to improve your lead generation process.
Here’s the key to keeping the forms working and not generating frustration.
How to use forms in lead generation strategies
What is asked in the form is key: if you only ask name, email and telephone, you cannot rush to call expecting them to buy your product immediately.
But neither can you do it so completely waiting for them to give you their residence address or identification number. The number of questions and the type of questions is directly associated with what you are offering in exchange for that data.
The number of questions on the form: You must be relevant in the number of questions you ask. The more questions you ask, the lower the conversion rate, and that could be good or bad.
Each question must have a purpose and a context, and as I mentioned in the previous point, what is the prospect going to receive in exchange for the data they provide?
If what I want as a prospect is to receive a quote or the price of a product, and you ask me the identification number, marital status or my socioeconomic level, I would think twice before completing the form.
Put yourself in the prospect’s shoes and think about what data you would be willing to give in exchange for what you are going to receive. Simple.
Just because someone fills out a form does not mean that they are ready to buy or receive a call, or worse, that they are a person who fits your product or service.
Not planning or thinking through what will happen after someone fills out the form creates frustrations for the sales team. Collecting a lot of records (1,000, 2,000, or 5,000) is not necessarily okay.
People fill out forms more easily than you think. When a sales team, or a call center that you have to pay, makes the calls, the level of loss or quality of the data turns out to be frustrating and costly, with few results.
Do nutrition processes and, ideally, automated marketing: lead nurturing or lead nurturing processes mean that the first action that happens after filling out a form is not to make a call.
It is possible that the following action invites your new contact to download content, visit a certain page to -for example- simulate the price of a product, or fill in more information to improve the profile.
It is something that can happen in a period of days or weeks, but it allows an automatic filter to be made that determines the quality of the contact. This can lead to fewer than 30 of every 100 conversions being quality conversions.
But it is better to spend 5, 10, 15 or 30 relevant contacts to the commercial team than 100 in which it is spent on calls that have no results.
Habeas data and GDPR: all conversions must have an explicit authorization to store and use the data that is captured and it must be clearly determined in the destination and intention of that data.
Having someone give you their data is not the same as allowing you to contact them. It sounds strange or contradictory, but it is now the norm that works and must be adhered to. It is important that you validate the local legislation of your country in habeas data and refer to the European regulation called GDPR, which could be one of the most demanding and clear rules in terms of privacy and use of personal data.
Putting a form is not synonymous with success; It is also not the same as having a conversion strategy, much less inbound marketing. The use of forms in the generation of leads or prospects of blue world city Islamabad obeys a complete strategy that serves to generate demand, nourish your entire process with information and enrich the process of attraction, conversion, sale and customer loyalty with data.
