Would you consider creating a website and not looking at its analytics? How many visitors it has, how long they stay on the page…
Not doing so seems totally counterproductive, especially considering that there are many effective tools for this. However, when it comes to B2B sales, a lot of important data is often not collected.
What is the problem in B2B sales?
For a sales management department, it is essential to keep track of its sales in order to eventually increase them and gain new clients. However, this monitoring is often ineffective or not sufficiently thorough.
It turns out that without the digital transformation necessary for sales, a major problem arises:
Lack of knowledge about what happens during visits with clients.
Management finds that there is a gap in information ivory coast whatsapp data between the time the salesperson enters and leaves the visit. Salespeople often track which customers are visited, which routes are taken… but this lacks very useful information.
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For more effective sales it would be useful to know:
– What exactly is shown to the customer?
– What are the customer’s specific interests?
Furthermore, this lack of information results in a sales team that spends too much time preparing or reporting, instead of spending it on making effective visits.
Solution: How to achieve better monitoring
The solution to this B2B sales problem would be to monitor sales communication at all levels.
Therefore, it would be useful to know what the salesperson is showing in person via the tablet, as well as, beyond in-person meetings , to monitor what the client is looking for via the extranet.
But now the question is: how?
We must be able to take advantage of what Sales Enablement platforms have to offer, especially those that incorporate the latest digital tools.
The key is that the more valuable information we can collect, the greater our ability to make effective sales focused on each client.
In addition, Artificial Intelligence (AI) offers great opportunities for constant monitoring of customer relationships. Machine Learning allows platforms to automatically learn about customers, freeing up salespeople's time and helping them do their work more effectively.
The advantages of Sales Enablement
So, we see that there are Sales Enablement strategies and platforms that can help us achieve a much more effective follow-up of what happens during a B2B visit.