Today’s sales cycle is more complex than ever before. Buyers now flow through multiple channels on their way to a purchase, options and information are abundant, and attention spans are fleeting. To succeed in this digital world, modern sales reps must embrace next generation technologies that truly define a new way of selling.
MOBILE Vs STATIONARY
Traditional sales reps spent their days locked behind computer screens, cold calling prospects. Today, the average cold-call-to-appointment success rate is less than 3%.
Instant, on-the-go access to information and intelligence improves sales rep productivity. Companies with mobile access to marketing content achieve 29% better lead conversion rates than those that do not.
MANUAL Vs AUTOMATED
A traditional salesperson spent 21% of their time – 10.7 hours a week – on manual and administrative tasks like filing paperwork, updating spreadsheets, and attending meetings.Automation of administrativetasks gives reps the room to focus on finding, nurturing, and closing the right sales opportunities.
ANALYTICS vs RELATIONSHIPS
Rather than utilize data, many reps relied too heavily on relationships, didn’t recognize
changing consumer patterns, and stayed within their traditional target markets.Apps that harness automatedadaptive modeling, machine learning, and real-time interaction management give reps the real-time insight to focus on the deals with the greatest likelihoodto close and the next-best-action intelligence to close deals faster, for more money, in less time.
INFORMATION PROVIDERS vs CONTENT CLARIFIERS
A salesperson used to serve as an essential source of information forcustomers. Now buyers go throughnearly 60% of the sales processbefore engaging a rep.Today’s buyers have access to a wealth of information. It’s the rep’s role to cut through the noise, deliver new insights, and help buyers navigate the alternatives based on their understanding of customers as individuals.