RULE 1: Sales Enablement Kit

Even though modern buyers prefer to do their research, you can still interact with them during the process. The content guides B2B buyers through the buying process and helps them make an informed decision. This is why you need to ensure they can easily access your information and the right kind of content. Put together a content library that answers your target audience's most common questions throughout their buying journey. Get your sales teams to share your content on LinkedIn and grow their reach. Case studies, industry articles, sales collateral, and white papers help your reps better connect with prospects in their outbound strategy. Content is king, and if you share the right kind of content, you'll get better quality leads.

RULE 2: Sync Sales and Marketing

A business can only grow if sales and marketing work together. A marketing team out of sync will deliver leads that lack defined definitions of qualified leads, which the sales team can't close. Also, if Sales isn't in sync with the content library, it's hard to move leads down the funnel. Using the wrong KPIs won't improve performance. Having both teams aligned means meeting revenue goals together, boosting brand awareness, and increasing average deal size and profit. Together, marketing and sales can share information and insights on how buyers engage with their organizations and create a better buyer experience. The sales team can let marketing know how customers will react to the ad, and the marketing team can analyse the click data back to the sales team. Through collaboration, they will be able to ensure excellent event sign-ups, in-person meetings, and demo presentations.

RULE 3: Omnichannel Customer Service

Omnichannel is still a good starting point for effective customer service since customers increasingly interact with businesses through multiple channels. Modern customer has different communication preferences. Some people prefer email, while others prefer to chat or call an agent immediately. Offering support across multiple channels and integrating those interactions shows that your business cares about their needs. Using our DSM 2.0+ Omnichannel Support, you can communicate with your customers across all channels in one place. Get DSM 2.0+ Omnichannel Support and make the customer experience-centric, not channel-centric - so you can engage customers across all touch points throughout the buyer journey.

Final Thoughts

Today's buyers are sceptical about sales and marketing.

Forrester found that 59% of modern buyers research online instead of talking to salespeople who push their agendas instead of solving problems. Train your sales rep to create and share helpful, informative, relevant content to the buyer’s pain points. Let them write articles for the company's blog and post them on their LinkedIn profile. Ensure your sales team creates content that gives prospects a unique perspective on their challenges and actionable insights to help them progress through the customer journey.

You will enjoy immense growth opportunities if you partner with the right service provider. Get a better start with Zooloo. Our team is happy to assist you with your journey towards digital transformation. Please contact us at sales@zooloo.asia.

• Discover more about Customer Engagement Strategies
• Find some tips on e-Commerce Strategies
• Looking closer at e-Marketplace Strategies
• Read about The Digital Transformation Journey
• Learn more about our “Digital Backbones”

Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade #ecommercestrategy #smestrategy #edg #emarketplace #customerengagement #customerretention #ordermanagment #inventorymanagement