Listening, summarizing, and asking follow-up questions; skills that are more important than ever in the digital age. Just like personal contact, building trust, and entering into a partnership.
But where you used to regularly visit (potential) customers or speak to each other at a trade fair or event, you now have to make do with video calling and a cup of coffee remotely.
I certainly miss those 'real' contacts, but I also find that online meetings and video calls have quickly become very normal.
'B2B sales interactions are increasingly taking place online and prospects are also increasingly looking for their relevant content there'
Digital all-rounder
As a sales team of the future, you need to possess quite a few talents to remain successful in the new normal. To the list of active listener, team player, people expert, and negotiator, you can now add a digital all-rounder.
B2B sales interactions are increasingly taking place online, and your prospects are also primarily looking for relevant content online.
As a sales professional, you will therefore need to add value there, and it is a must that all digital skills are mastered. That goes beyond a client meeting via Teams or Zoom!
The use of, for example, webinars, online video conferencing, and virtual roundtables will also help you with this. Especially now that it looks like working from home is here to stay.
My advice? Claim that changed sales role, because once you master those digital tools, you will certainly experience the benefits in your marketing and sales strategy.
'By listening carefully and delving into your prospect's problem, you can respond to this in a very targeted manner with digital content'
Benefits of social networking
For example, you can network very effectively via digital channels such as LinkedIn. Without social networking, it becomes increasingly difficult to build new relationships and develop them further.
By listening carefully and delving into your prospect's problem, you can respond to it in a very targeted manner with digital content.
Consider blogs on a specific topic or a white paper that allows you to delve even deeper and share tips and tricks. But an inspiring B2B webinar can also be very valuable for your contacts.
I notice that this is becoming increasingly important as 'engaging content'. Just make sure you are relevant, invite inspiring guest speakers or experts, and that your webinar is interactive. This way, you keep attention value high and draw prospects deeper into the sales funnel.
And on a practical note: arrange for a moderator and record the webinar. That way, you can share it afterwards with valuable contacts and brainstorm about it together during a video call!
Whitepaper full of skills
Curious which new skills will make your sales team even more future-proof? Then download our whitepaper containing six valuable tips. This means you are fully prepared to optimally serve your customers and prospects in all phases of the buyer journey in the future.
Sales and the importance of succession
Many sales opportunities are lost, not due to a bad conversation, but due to inadequate follow-up. After a good conversation, the customer is enthusiastic, but that enthusiasm quickly fades if there is no follow-up.
Fast, personal follow-up is therefore essential. Send a summary of the conversation and the agreed next steps within 24 hours.
Make follow-up a regular part of your work routine. Schedule it in your calendar, use a CRM system to maintain an overview, and ensure you keep every appointment.
Reliability in follow-up is one of the strongest signals you can give to a client. It shows that you work professionally and that the client can count on you.
Do you want to strengthen your skills? Check out our training Expert in Sales Basics join Kenneth Smit and take the first step today.