What is digital selling?
Last year when the world shifted to digital selling, it seemed like a workaround for social distancing, a stopgap to tide us over until the world opened back up. But thanks to its various benefits, digital sales rooms have become the top choice for buyers and sellers. The numbers and facts have made it clear that digital sales are here to stay, even in the post-covid world.
Digital selling provides a plethora of benefits both for the buyer and the sales team. One benefit for the buyer is 24/7 immediate access to evaluation materials from the comfort of their home (or the palm of their hand.) Another benefit of digital sales rooms for buyers and buying committees given its asynchronous nature.
Digital selling is when all the sales conversations and dealing occur online instead of in person. All the sale activities and buyer enablement are done through various audio and video call tools.
Why is using a digital sales room a win-win for modern buyers and sellers?
All the stats and facts have clarified that digital selling is undoubtedly here to stay with or without Covid. But what are the factors that have made it such a hit among buyers and sellers equally?
Let’s look at the top four benefits of digital sales rooms:
- Digital Sales Rooms are more adaptable.
Digital sales rooms are very flexible and versatile. They quickly align to the customer’s needs, no matter how frequently they change. This was not the case with the conventional selling procedures, where any changes had to have a separate handling and management strategy. They incorporate modern technology by incorporating video, past demonstrations, product vignettes and traditional sales resources.
- Quickens the process of trust-building
Virtual communication and online correspondence between the seller and the buyer means that they can have regular interaction. As a result, trust-building takes less time.
With digital sales rooms, the seller can answer customers’ queries and demands faster and more conveniently. The majority of the people have their phones in their hands all the time, which makes a great tool to talk directly to the sales staff, easing the whole selling procedure significantly. Plus, sellers can gather personalized information from their buyers and market with personalized sales, which can help improve sales retention.
- More productive and increase sales capacity
As your business expands, your reps will have more deals to work yet without improvements to workflows, deals and contacts will inevitably slip through the cracks.
Increase rep capacity by making it simple and easy to engage buyers with the right resources at the right time. Integrations with Google and Zoom are flywheels for rep productivity. Moreover, the buyer enablement program becomes more dynamic!
- Access a distributed workforce on the buyer and seller side
Work-from-anywhere, hybrid work, all the current buzzwords are here to stay. Your buyer groups are still mostly working under different roofs and the future trends of WFH seem to suggest minor shifts. The same holds true for your sales team. Sales organizations are still distributed and working home anywhere. Enable a sell-from-anywhere-to-anywhere mentality because engaging a distributed workforce is the new normal.