Boosting your sales in the age of the customer

11 May 2015 by CRM

The way your customers buy, has changed forever.

Informed CustomersWe are living in the age of the customer and today’s customer is smarter than ever. The’re always connected via their mobile device, plugged into their favorite social network and doing their own research to solve their problems.

Therefore it is no surprise to find that customers are 70% down a sales cycle before they actually make contact with the company that they are researching. Studies show that the impact of this shift is as true for B2B customers as it is in ​B2C situations.

In fact, in a white paper entitled “Buyer 2.0 and Solution Selling”, global sales performance improvement firm Sales Performance International (SPI), estimates today 80% of buyers actually initiate first contact with their prospective supplier, and when they do reach out, they often have already formed a “hypothesis”. In a world where buying decisions are made before you can even engage, Salespeople must adapt.

As companies react to this change in consumer behaviour and the power of the individual voice in social media, it is no surprise that they are focusing their efforts on delivering great customer experiences. A true sales productivity solution needs to help salespeople become trusted advisers, facilitating their ability to adapt by helping them sell effectively in this new world. Sales representatives and sales managers alike need to be able to cut through the clutter and zero in on what is important so they can win faster and sell more.

The easy-to-adopt, easy-to-use Praxa solution for sales productivity, will transforms sales teams into top performers that are highly connected and collaborative by surfacing the right information at the right time no matter where they are so they can engage their customer in meaningful ways to deepen their relationships while growing their business.

Praxa’s sales productivity solutions can help the following roles be more productive on the go;

  • Sales Representative
    Sales reps need to be able to easily prioritise their time to ensure they are working the most promising leads. They need to assess relevant social and organisational insights to learn more about their prospect and identify the access to power. And they need to be able to work like a network collaborating effortlessly with their team and accessing relevant resources, no matter where they are, so together their team can close deals faster.

 

  • Sales Manager
    A sales manager needs to be tuned into critical performance indicators, while easily exploring data to uncover new opportunities for potential growth. Then they can engage with their sales teams to drive those opportunities to close.

Find out how you too can benefit in the age of the customer