SALES TECHNOLOGY
and communicate with their prospects and customers.
DIGITAL SALES ENGAGEMENT Creating personal interaction and engagement between the buyer and seller is a challenge when selling digitally. It can cause an engagement gap, create trust issues, and make it harder to close deals. To improve the digital interactions that will help you increase engagement, it’s important to work with features that keep the personal and human touch alive. Since the massive shift to online sell- ing, video and live chat have emerged as the top channels for interacting and closing sales with B2B customers. According to McKinsey, video and live chat have emerged as the predomi- nant channels for interacting and clos- ing sales with B2B customers. • 41% more are using video as digi- tal interaction
• 23% more are using live chat as digital interaction
The Ultimate Technology Sales Engagement Guide
SARA CRONSIOE
With a growing conviction that digital is the wave of the future, B2B businesses are moving online faster than ever – adapting to digital selling. One estimate says that, by 2025, 80% of B2B sales inter- actions will occur in digital channels.
Sales engagement is the interaction between salespeople and buy- ers. These interactions can include anything from sales calls and meet- ings to email click-through rates and even downloading an ebook. Sales engagement can be measured and, when you measure, you will gain insights into how the buyer inter- acts with your brand throughout the buyer’s journey. Engagement insights are useful when improving the quality and efficiency of the sales process.
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SALES ENGAGEMENT VS. SALES ENABLEMENT Even though sales enablement and sales engagement complement one another – and both enable the sales team to engage effectively with prospects and customers – each has a different focus area.
Sales enablement helps businesses
align their sales process internally with other departments, while sales engagement is more about helping sales professionals reach, engage,
1. How to use video in your sales process to increase sales en- gagement
Video is the preferred format when
By analyzing the usage of a sales enablement platform, we can see that documents have an average hit rate of 67% and – when adding engaging communication channels like video, live message, and branded design – the hit rate increased by 30%. We could also see that: • Documents sent without any SMS, video, automatic chat, and auto- matic reminders have an average hit rate of 52%.
• Documents sent with SMS, video, automatic chat, and/or automatic reminders correspond to an aver- age hit rate of 68%.
SALES ENGAGEMENT POWER When you know how to master “it,” B2B sales teams can bring personal and engaging interactions to the on- line sales process while building trust within the digital environment.
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