Networking and face-to-face meetings are considered to be the old-fashioned way to build relationships. Many people go out there and do it, but after a while, these once effective means of outreach are seeming obsolete in today’s world.
Thanks to the advancement of technology, business-to-business marketing is experiencing many changes. Buyers no longer rely on push marketing where you contact them with all your offers (and definitely not without asking for permission first).
Nowadays it's possible for buyers to deal with suppliers in many different channels and via several touchpoints. Totally new roles have appeared in the process of buying like decision-makers who might be involved in making important choices while communicating with suppliers.
Is Field Sales Dead?
Despite what the world may have turned into because of the pandemic, field sales is still pretty much alive and kicking.
In 2020, sales teams find themselves more of a cog in a very large customer engagement machine. So, this leaves us asking the question: In the future, will field sales be a thing of the past? The increased speed and affordability of digital interactions have shifted customers' expectations for all brands to offer similar digital experiences. This shift can create challenges for B2B companies to empower their sales teams.
Read More: Here’s another reason why a lot of people prefer postponing a 1:1 meeting. The Sales Benchmark Index Survey revealed that 70% of customers interviewed don’t even care for personal meetings when buying something from a company.
But that doesn’t mean field sales is dead. Technology is a double-edged sword. While technology has significantly reduced the need for paper-based methods of communication and recording, the advent of Sales Automation, online digitalisation and Artificial Intelligence has actually increased the need for human interaction. Forrester certainly thinks so. In their predictions for 2020, they suggested that seller engagement will increase by 10%, even as more transactions close digitally.
What Can Managers Do For Their Field Teams?
Lack of confidence can deter potential buyers from making a purchase, but data suggests it’s the buyer who is normally responsible for this issue. According to Gartner, uncertainty for new technology solutions is 60% of the time. If your business sells technological products or services, make sure you’re heading up an expert team that can adequately address the questions of potential buyers by clearly identifying how your project will solve their problems.
Also make sure you are employing reliable staff to oversee various aspects of your business so you are able to address concerns more quickly and easily, getting your company one step closer to closing profitable deals that lead to increased revenue.
Personalizing virtual selling is the key to standing out in an increasingly saturated online world.
When you sell online, you need the support of outstanding tools and services to make your products shine. One way to make sure you stand out is by having videoconference software available for people to call into live or recorded sessions presenting your product or service.
However, providing great online help also requires that you invest in the training that both you and your employees need so as not to take anything for granted when it comes to getting your customers up to speed.
The best part about using fine customer engagement tools is that they can help establish trust with customers for years down the road since it's versatile enough to be used throughout one's interactions with clients, especially when you involve stakeholders.
Although the digital revolution has created a more complex buyer journey, it has also brought a greater amount of customer data that teams can analyze. By exploring this data together, sales colleagues can get better insight into customer trends so they are better informed about what motivates them to buy certain products at certain times. Using an AI-powered CRM system like Fieldproxy, which offers SalesForce like automation and customer feedback functionality, allows teams to have an instant overview of opportunities available to them at all times of day or night - even when on the go.
With knowledge of customer preferences tailored specifically to their preferences thanks to insights gained from CRM analysis by smart algorithms, sales associates are therefore in the best position possible to ensure they are interacting with their customers at key points throughout the entire purchasing process.
How Fieldproxy Can Help
An employee attendance management and time tracking software that fulfils all your needs is Fieldproxy - a one-stop solution to all your field service and employee tracking needs. With Fieldproxy, you can easily
- Create unique dashboards
- Identify areas of improvement
- Track resources with greater efficiency
- Create tasks for different employees and manage them seamlessly.
And that's not all. With Fieldproxy, you can do so much more. Book a demo and improve your field sales teams with just a few clicks today.
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