1. Adopting hybrid sales model with omnichannel

Businesses are shifting from paper-based research and decision-making to online, which has resulted in many business disruptions.  By 2025, 80% of B2B sales interactions between suppliers and customers will be digital (Gartner).

These B2B customers' digital-first preferences can be addressed by a hybrid sales model that uses omnichannel sales outreach.

1. Ensure the buying process is easy for customers by providing resources that increase confidence during the purchasing process
2. Sales reps should tailor their outreach to buyer preferences so that they can interact in person, online or through a combination of channels
3. Implement sales strategies that connect buyers throughout the sales funnel with messaging, content or even face-to-face meetings that meet their information requirements and preferences

2. Embracing sales technology

In a world of hybrid work environments, buyers seek information and solutions via multiple digital engagement channels.  Sales reps need the skills, content and resources to reach them.  From the buyer's perspective, this could mean turning to live chat tools and platforms that answer questions on demand. 

Trends in technology sales in 2022 point towards digital transformation playing a vital growing role in driving productivity and efficiency by reducing time spent on manual tasks.  The need to closely track the funnel is vital when working hybrid.  Many successful operations integrate omnichannel, ERP, and eCommerce sites with CRM to automate much of this work.

3. Investing in data analytics and AI technology

Ensure that each digital touchpoint with buyers is purposeful and strategic. Instead of using ‘seller intuition’, using data to guide sales decisions and buyer intent and behaviour is becoming more common place.  With increased touchpoints and information needed to provide an effective pitch on digital channels, Sales Reps will benefit from investing in intent data collection using Power BI and AI.

Buyer intent data extends the traditional prospect pool by capturing valuable buyer data before any action. With buyer intent signals, a Sales Rep can uncover prospects' movement throughout the sales funnel and prioritize outreach based on those signals. Every Sales Rep can avoid wasting time on buyers who are not ready to engage by prioritizing close-to-purchase leads.

4. Using Social selling

Customers and Sales Reps increasingly use social media platforms such as LinkedIn to communicate with customers, making social selling a critical component of the sales process. Consider creating social media strategies in addition to the traditional sales channels like email and phone.  This approach allows the Rep to build deeper relationships with clients and jump straight to the sales process without having to start with small talk.

Another part of social selling consists of building your own profile and becoming more visible to prospective clients. Establishing yourself as a thought leader will help you become more attractive to prospects!

Final thoughts

B2B sales have certainly changed, but for the better. 

With more tools at your disposal, buyers and sellers can quickly and efficiently reach out to prospective buyers at the right time. 

B2B sales success depends on addressing business buyers' needs and building lasting relationships with them. Sales Reps should leverage data-driven tools and social skills to deliver highly personalized purchase experiences. 

You, as a salesperson, you need to continually identify how to connect with prospects digitally through more targeted outreach and presentations to successfully navigate the tumultuous digital landscape, leading to customer and company success.

Grow better with Zooloo, we are happy to help you get started with digital transformation, please contact us at sales@zooloo.asia.

• Pick up some marketing tips from our “How to” blog series 
• Read about The Digital Transformation Journey
• Learn more about our “Digital Backbones”

Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade