Digital channels and engagement are among the most popular mediums for customers to interact with brands. The buying experience has shifted as a result of constant digital connectivity and easy access to information. Customers are now immersed in an interactive shopping experience – one like they’ve never experienced before.
Now more than ever, brands that want to stay ahead are embracing the technological revolution, and are adopting Mobile Sales Enablement to keep up with customer demands. Below is a list of 5 ways that Sales Enablement is changing the way sales rep sell and the way customers are reacting to this new engagement process.
1. Personalized & Relevant Marketing
Sales Enablement works to help companies use digital technology to learn more about customer needs and preferences in order to ultimately deliver the right message, to the right customer, at the right time. Sales Enablement is giving customers access to a truly unique interactive and engaging buying experience. It’s giving sales and marketing teams an idea of what kind of information customers want, and how to leverage this information to deliver the right messages.
2. Marketing Automation
When Marketing Automation is combined with Sales Enablement, the marketing and sales process becomes better aligned. When there is Sales and Marketing alignment, there are clear definitions of what each stage of the sales cycle means and where customers are in their buying journey. When Marketing Automation is combined with Sales Enablement, these technologies make it possible for Marketing to roll out newer, stronger campaigns, while allowing sales reps to be empowered on a Sales Call.
3. Content Management
Sales Enablement allows sales and marketing teams to work better with organized marketing material. The two departments no longer have trouble locating sales collateral. They can find the right assets fast enough to deliver the most meaningful messages to customers at the time they need it most. Content no longer has to lay idle and unused, and sales reps can be better prepared for the Sales Call and Post-Sales Call activities.
4. Constant Connectivity to Customers
What was a once company-centric buyer experience made up of brand and industry knowledge that was passed on from the sales rep to the customer, today, is composed of an entirely different way of connecting customers with product information. Today’s customers have become accustomed to using digital technology to conduct research and get familiar with brands.
Customers have instant access to various channels of engagement that are immersed in customer opinions and reviews. And while the balance of power has shifted from the company to the buyer, it has become necessary for sales reps to adopt sales enabling technologies in order to stand out in an increasingly competitive world.
5. Mobile Sales Enablement
The digital revolution has made boring boardroom presentations a thing of the past. Mobile Sales Enablement has revolutionized the selling process while the tablet has become the sales rep’s most important tool for achieving meaningful, 1:1 customer engagement.
Top performers know how to make the most out of new technology. And those that survive in the digital age are the ones who are utilizing this technology to give customers exactly what they need.
Are you using the right technology to empower your sales reps in a world where customers are changing their buying habits?
