Technology and internet access has resulted in a different landscape for sales professionals in comparison to the early days of selling. This landscape presents a combination of both challenges and opportunities for sales professionals to become leaders in their industry. Through a combination of a research and studies done by third party,
Introhive team have put together this guide to selling in the modern age.
Some facts and figures from the above infographic:
50 percent of our B2B sales professionals believe that social media has no effect on their sales efforts.
60% of sales professionals believe the buying process was changing faster than sales organizations.
64% of B2B sales professionals said that calling hasn't improved in the last 3 years.
Cold calls are 60% more expensive than generating inbound leads
Traditional sellinghe buying process starts with a call to or from a supplier. Golf trips were the most effective way to nurture a prospect. The cost to speed up a traditional sale would include the costs for travel, accommodations and dinner.
Modern selling93 % of buying process start with an internet search. Prospects want sellers who can offer new knowledge and value. Conversations with leads through digital channels drove an increase in the speed of closing a deal by nearly 20%.
So how does a modern sales team beat he competition?
Discover more relationshipsUse existing relationships to identify new leads through warm introductions. Use search to your advantage. Make it easy for leads to find you and become connected. Use relationships with clients and partners to discover new business opportunities.
Nurture more relationshipsFocus on building relationships with past clients, customers, suppliers and partners. Spend time understanding your clients needs to help speed up the sales process. Establish strong relationships to increase the number of warm introductions and avoid "cold" calls.
Create more relationshipsBuild expertise and new opportunities by creating and sharing relevant content online. develop a mailing list use it to nurture existing relationships. Attend conferences and events to create new relationships.
