Increasingly, companies are using remote work environments, especially in the wake of the pandemic. However, this may prove challenging for Sales Reps who aren't used to hybrid selling, a style that differs significantly from in-person selling. If done correctly, hybrid selling can improve the performance of your sales team, fill your pipeline and elevate the sales process.
What is a hybrid sales model?
It is essentially a model for B2B sales that uses a variety of methods, blending digital and in-person outreach. The hybrid sales model takes advantage of a customer's desire for digital interaction by providing omnichannel outreach to engage with prospects and provide information about a product or service. In addition to email or phone calls, sales teams can follow up with the potential customer using an array of digital channels like messaging apps, live chat and chatbots.
An ideal hybrid sales model would blend digital forms of communication with the personalized touch provided by an in-person sales team to reach out to leads effectively.
How to create a hybrid sales model?
One approach to evolve your sales model is to encourage your sales team to be more active on social media channels. Request your team to participate in industry groups and become thought leaders on social media. Also, use social media profiles and online presence information to uncover the pain points of prospective customers and craft a sales pitch accordingly.
The collection of data is another crucial component of the hybrid sales model. Consider sales digital tools to keep track of client interactions via social media, email, and other sales channels and capture and share buyer information. Your sales team will provide a more compelling pitch on digital channels by leveraging intent data collection and artificial intelligence.
Develop a process where digital tools provide the means and data to keep in touch with customers, but it is essential that the sales team continues the relationship. A personal message, phone call, or email every now and then will keep the customer interested.
Personalisation
The ability to intuitively know when to close a deal is one of the excellent skills a salesperson must possess. However, when many interactions shift to the digital realm, it is difficult to predict when someone is ready for the final pitch. Here are some digital KPIs that can help to identify buyer intent:
- Web pages visited in the past
- Type of content accessed
- Attendance at events or webinars (online or on-site)
- Interactions with sales representatives (online or on-site)
To provide a consistent, personalized experience to a prospective buyer, it is vital to track and share these metrics across the entire sales team.
Final thoughts
Creating cohesive units is vital for a B2B hybrid sales model. Start to integrate digital tools, processes and departments together; you will be able to serve your customers efficiently, regardless of whether they are on a video call or in person.
Essential: Utilize a single technology platform across various applications. Instead of searching through numerous systems to find client information, you can all access it through the same platform. This simplifies operations not only for your customers but also for your sales team.
Furthermore, set specific expectations, define clear service levels and ensure follow through. It is also important to share KPIs, goals and forecasts throughout the company and across the departments using the same platform to make sure they are accessible to all.
Grow better with Zooloo, we are happy to help you get started with digital transformation, please contact us at sales@zooloo.asia.
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- Read about The Digital Transformation Journey
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Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade
