10 tips for digitising your sales
10 steps to digital sales
Introduce a new tool, adapt a few processes and sales will develop in the right direction – unfortunately, it’s not quite that simple. Because end-to-end lead management and a digitally positioned sales organisation don’t happen overnight. Employees have to be taken on a journey into a new era. We will show you how to do this in the next ten steps.
Investing in the right software – Look at what software is best suited for running digital sales processes. There are standard software providers that have integrated many processes into one system or individual systems that can be merged. Make sure that you can map the customer journey in one system if possible and have all data in one place.
Progressive profiling – Don’t ask for too much information from your leads in the beginning. Instead, use the technique of progressive profiling. Ask only the basic questions on the first form you want the prospect to fill out. When the prospect, then next time retrieves information from your website, more advanced questions can be asked in the form that will help the sales representative to target the prospect more specifically. The higher the level of trust, the more will be revealed in the forms.
customer journey – The path from the prospect to the conclusion of a contract must be mapped on the basis of a customer journey. This way you always know at which point of the journey the potential customer is and can react with appropriate content.
Lead Nurturing – For the different touch points of the customer journey, the customer must be provided with appropriate content. For example, you might receive an email when the prospect has downloaded something, next would be a webinar and then an online consultation or video call to provide further knowledge and ask again where the lead is at the moment. In this way, you can prepare them to become a customer in order to conclude a contract at the end. In B2B, this process is not quite as simple to work through in four steps, but the digital sales process can still be automated as far as possible. It is possible to monitor how the lead reacts to the information offers. This gives a good overview and the sales person can react with a conversation and know which information the prospect already has and which still needs to be conveyed to them.
Review – Once all the steps of digital sales have been carried out, you need to regularly review whether your measures are working. Set a time period in which you will review the results. With the findings, you can adjust the measures, discard them or establish new ones. This results in a cycle of checking again and again what is working and what is not.
Find out in our white paper how to digitalise your sales and successfully position yourself for the future.
klardenker Contact Us Now Complete Guide: Everything You Need to Know About Content Marketing What is Content Marketing? Today, being on the internet is not