Transform your Sales with airSlate SignNow's Digital Transformation in Sales for Organizations

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you know clients are asking themselves well what do we do now how do we uh reinvent what we're doing so that we can effectively engage with clients so i think what what a lot of them are finding out that uh this is a new paradigm it's a shift in how people are going to work moving forward so you can't bear your head your your head in the ground you really have to figure out what are you going to do how are you going to adjust moving forward we hear a lot of clients saying now that it's it's here to stay and of course we'll go back to offices but the the way of virtual selling and the way of multi-channel communication for sales reps and account managers will stay so it's not just the short term quick fix we need here that we are in it for the long run now and we will have to adjust and adapt we need a quick fix now and we have to look for quick wins also now in recession but now let's conceptualize this let's maybe take out the blueprints we worked on two three four years ago sometimes even together with us at bts and let's make sure that we get the right setup for the future we think from the future back the buying patterns change the buying cycles do not only get accelerated and more complex but maybe we need a different type of multi-channel 360 communication maybe we have to rethink the touch points in the buying cycle and you can now ask yourself what does this mean for our sales and marketing the speed you need today in the market you can't just afford independent silos anymore you can't afford a marketing department working on nice marketing strategies go to market approaches and campaigns which are not super linked to what the sales force really needs to react quickly and you can't say okay digital marketing goes this way and the physical sales force goes that way it needs to be super aligned it needs to be 360 it needs to be embedded and we don't see the silos anymore when engaging with customers i think the best interactions are those interactions that are short they're focused they're out there there are certain outcomes that that the customer wants to achieve and also the seller but they're you know probably more frequent touch points but they're focused they're short and and they're meaningful we've seen that clients are investing however i think the the best sellers are the ones that are able to help clients see that their investment will have an impact in the long term right or in their objectives and i think those are the ones that are standing out you have to talk to them about their outcomes what are their business goals that they want to achieve and then connecting what you have to offer to that the new virtual ways of blended ways do not only limit yourself they also enrich and enlarge it and as you mentioned you can have more touch points and it's it's more cost efficient now and you can do so much more um i mean i've been talking to more accounts and leads over the last six seven eight weeks than i ever did in my life if you understand how you can enrich and enlarge and how you can use new virtual ways you can really improve your way of selling and make it more impactful and not only that you can truly help your clients the way that we communicate and how we engage others have become really critical how do you do that virtually right before perhaps you could you're in a meeting you might get up and white do a whiteboard session you're with your clients and then really collaborate to come to to some sort of agreement right or consensus how do you do that virtually it's very different there are tools that are available that can help sellers do that through technology the key is planning and preparation understanding the technology what are the features that i can use to engage clients effectively not only with the tools that i have but also my clients conference or or technology what we learn from our clients is it's all about preparation it's all about getting super well prepared for a virtual or multi-channel communication starts with question techniques there are certain question techniques that work better in a structured virtual environment than others you need to know your team you need to know the buying center of course so not all things are different in the virtual environments and negotiations in a virtual environment are slightly different and certain closing techniques work some others don't work because you're just not face to face and you have to know this you have to know the art of doing this and you have to play all 88 keys in this case think about your clients they probably haven't thought about the possibilities of of how the technology can enhance a conversation or can help right in doing that collaborative work typically decisions are made in groups now right and so you know even in a virtual environment those that are quiet are probably going to be even more quiet right in those interactions so it's important to engage everyone how can you do that hey simply perhaps putting all the options on the screen and having different people vote or mark the ones that that are most important to them right helping them sort of get engaged in the conversation and and have their say i think that's probably the most important thing know your team know the other team find a collaborative way of doing it practice it before be well prepared if you really know how to play multiple communication channels and if you know how to how to work and be successful in a virtual world it's more based on showing also understanding engaging with the clients being probably less aggressive while still making the point in selling and coming to a closing in the end but this has has really changed you must really be willing to lead this because your clients and the leads you're talking to also feel insecure are not comfortable with to a certain extent the new environment are not comfortable to the virtual environment the technology is behind it the thing that that continues to be true is that clients at this point in time there are really focused on hey our revenues are either eroding or we want to maintain them stable right and how do we do that share new innovative things be be in touch with what's happening in the marketplace come up with you know the dreaded word insights right for a lot of people but this is true how can uh customers take advantage of perhaps trends or situations that are happening in the marketplace that will set them up for uh bigger and better things and i think they are looking for others uh for ideas and and sellers are primed in a prime position to be able to bring forward these insights or these new ideas of things that they could do different the key word for me is purpose those that understand the current situation as an opportunity as tough as it is that give purpose if clear alignments invest in their sales reps invest in coaching and mentoring still do great virtual events or great virtual launch events they are going to be successful i think right now there's a deep need to have very frequent interactions with with your sales team and then help them see what is their purpose what does this mean to you this situation that we're all in what does it mean to you and your objectives as a you know professional and personal objectives and then help them find that purpose for themselves that's connected to to you know sort of the bigger objectives of the organization right now more than ever that is extremely important