5 benefits of automating sales with the B2B Formula
Posted: Mon Dec 09, 2024 10:20 am
We continue to make sales - orders are sent to us - by using contexts (channels).
In them we present ourselves to the existing public to convince them and get them to buy what we sell -selling is convincing with what they hear, see and feel-
Rapid technological progress , thanks to the Internet, has meant that there are more contexts (channels) in which we can present ourselves, convince others and be bought from today.
What is initially great - more ways to get people to buy from me - actually drives companies and professionals crazy when they don't face the proper organization...we will talk about this later.
Between the traditional ones and the most recent ones (already a reality), the company decides in which contexts to present itself to the B2B (companies) and/or B2C (individuals) public.
This decision determines how many people will know about you and therefore how many people will be able to buy from you. But it also defines the structure, processes and organization necessary to achieve success (and this last part is what is often overlooked).
Interior_formula_without_marketplaces
Sales channels for omnichannel sales teams (selling in all contexts today)
Let's look at the sales channels (contexts):
In-Person Sale:
The classic, also known as Mobility Sales.
Sales channel with multiple complementary structures in many cases; sales team on staff, exclusive commission agents, multi-brand or multi-sector agents or representatives, etc.
To sell (convince) face-to-face both in large accounts and in purchasing centers, wholesalers, distributors, retailers, etc.
Banner2 call for download on DIGIPocket Commercial Hybrid Blog
Telephone Sales:
Historical companion of the first and extended in its call chinese overseas europe database center format. Adapted to teleworking thanks to technology, its usefulness as a support and reinforcement of face-to-face sales keeps it as a "must".
To sell (persuade) by telephone.
Online Sales:
Not so historical in some of its variants. The constant innovation and its peculiarities, coming from the different tools used and the distance, make it complex to integrate into the sales structures of companies.
To sell (persuade) in a technology connected to the Internet.
B2B eCommerce:
Own online sales channel to sell to companies. Used by buyers to place orders when they do not need in-person or telephone sales teams. It is a service for your customers and must be efficient.
B2C eCommerce:
Own online sales channel to sell to individuals. Necessary to cover more global (not local) markets and to be found in the search tools used on the Internet; search engines.
Marketplaces:
Third-party online sales channel where you can find products from a multitude of companies . Necessary to increase the probability of being found in Internet search engines and in their own search engines, which are increasingly used.
Social Networks -Chats Messaging -Videoconferences:
Innovative online sales channels. They use today's digital communication systems to drive instant purchasing decisions (live shopping).
They share Internet addresses (urls). Just like you open and read a news item from a link on WhatsApp, you enter the product page of an eCommerce or immerse yourself in an eVideo Commerce (purchase without leaving a 360º video) to make a 100% emotional and interactive online sale.
Banner download on DIGIPocket Commercial Hybrid Blog
Global Sales Organization: Needs of an Omnichannel Sales Team
In this current scenario, success depends on having the ability to manage what is necessary to sell in at least 9 contexts...which are also not the same.
Now for the good stuff! Keep reading, keep reading.
Tell me... What do you think you need to manage all of them?
"Well, at least I need to have;
Different catalogues to sell what interests you most in each one.
Different prices to sell as profitably as possible in each one.
Different promotions to sell as quickly as possible in each one.
Different statistics added to decide the best in each one.
...
And a mechanism (methodology) that allows everything to be done well and quickly (efficiency).
Making 9 catalogues, rates, promotions and communicating them is laborious and involves professionals and tasks in different areas (Sales, Marketing, Product, IT, Admin,...).
For this I need to have;
A departmental management that is as coordinated as possible.
Multi-departmental documentation that is as little dispersed as possible.
Internal and external communication as agile as possible.
Processes in commercial action that are as automatic as possible.
...
That's how it is;
Offering everything to everyone on all channels, at the same price and with the same advantages is not a strategy that brings results.
Customizing the proposal for each channel takes time from several people in different departments...and that's a lot of money.
Well, this is already solved today thanks to omnichannel digital sales tools such as inaCátalog.
In them we present ourselves to the existing public to convince them and get them to buy what we sell -selling is convincing with what they hear, see and feel-
Rapid technological progress , thanks to the Internet, has meant that there are more contexts (channels) in which we can present ourselves, convince others and be bought from today.
What is initially great - more ways to get people to buy from me - actually drives companies and professionals crazy when they don't face the proper organization...we will talk about this later.
Between the traditional ones and the most recent ones (already a reality), the company decides in which contexts to present itself to the B2B (companies) and/or B2C (individuals) public.
This decision determines how many people will know about you and therefore how many people will be able to buy from you. But it also defines the structure, processes and organization necessary to achieve success (and this last part is what is often overlooked).
Interior_formula_without_marketplaces
Sales channels for omnichannel sales teams (selling in all contexts today)
Let's look at the sales channels (contexts):
In-Person Sale:
The classic, also known as Mobility Sales.
Sales channel with multiple complementary structures in many cases; sales team on staff, exclusive commission agents, multi-brand or multi-sector agents or representatives, etc.
To sell (convince) face-to-face both in large accounts and in purchasing centers, wholesalers, distributors, retailers, etc.
Banner2 call for download on DIGIPocket Commercial Hybrid Blog
Telephone Sales:
Historical companion of the first and extended in its call chinese overseas europe database center format. Adapted to teleworking thanks to technology, its usefulness as a support and reinforcement of face-to-face sales keeps it as a "must".
To sell (persuade) by telephone.
Online Sales:
Not so historical in some of its variants. The constant innovation and its peculiarities, coming from the different tools used and the distance, make it complex to integrate into the sales structures of companies.
To sell (persuade) in a technology connected to the Internet.
B2B eCommerce:
Own online sales channel to sell to companies. Used by buyers to place orders when they do not need in-person or telephone sales teams. It is a service for your customers and must be efficient.
B2C eCommerce:
Own online sales channel to sell to individuals. Necessary to cover more global (not local) markets and to be found in the search tools used on the Internet; search engines.
Marketplaces:
Third-party online sales channel where you can find products from a multitude of companies . Necessary to increase the probability of being found in Internet search engines and in their own search engines, which are increasingly used.
Social Networks -Chats Messaging -Videoconferences:
Innovative online sales channels. They use today's digital communication systems to drive instant purchasing decisions (live shopping).
They share Internet addresses (urls). Just like you open and read a news item from a link on WhatsApp, you enter the product page of an eCommerce or immerse yourself in an eVideo Commerce (purchase without leaving a 360º video) to make a 100% emotional and interactive online sale.
Banner download on DIGIPocket Commercial Hybrid Blog
Global Sales Organization: Needs of an Omnichannel Sales Team
In this current scenario, success depends on having the ability to manage what is necessary to sell in at least 9 contexts...which are also not the same.
Now for the good stuff! Keep reading, keep reading.
Tell me... What do you think you need to manage all of them?
"Well, at least I need to have;
Different catalogues to sell what interests you most in each one.
Different prices to sell as profitably as possible in each one.
Different promotions to sell as quickly as possible in each one.
Different statistics added to decide the best in each one.
...
And a mechanism (methodology) that allows everything to be done well and quickly (efficiency).
Making 9 catalogues, rates, promotions and communicating them is laborious and involves professionals and tasks in different areas (Sales, Marketing, Product, IT, Admin,...).
For this I need to have;
A departmental management that is as coordinated as possible.
Multi-departmental documentation that is as little dispersed as possible.
Internal and external communication as agile as possible.
Processes in commercial action that are as automatic as possible.
...
That's how it is;
Offering everything to everyone on all channels, at the same price and with the same advantages is not a strategy that brings results.
Customizing the proposal for each channel takes time from several people in different departments...and that's a lot of money.
Well, this is already solved today thanks to omnichannel digital sales tools such as inaCátalog.