- A predictable sales forecast
- Visibility into your sales pipeline
- Standardized business processes
- Increase in productivity and accountability
- A customer experience that differentiates you from your competitors
- A deeper knowledge of your prospect and client base
Client behavior has changed, and this big transformation is influencing every business in today’s market. Thanks to the technology, the linear sales funnel is a thing of the past. Your sales teams are no longer in control of the sales process or of people’s access to information. Today’s customers are more educated and informed than ever before and they want to be in total control of their journey. As such, your sales process might not be aligned with this shift in client behavior. You can change that and we will help you do it!
Know Your Clients
Targeting anyone and everyone as a potential client is an inefficient way to do business. You need to prioritize the right clients for your company—the ones that are most likely to engage with you. Only when you understand your target audience’s real challenges, pain points, and behaviors can you begin to offer a valuable solution.
In today’s world, the customer experience is everything. Their experience on your website has to be absolutely seamless—answering all of their questions, having fast loading speeds, having cohesive and organized content, and being mobile friendly are important considerations that will help you stand out in the minds of your clients.
Responding to inquiries quickly, being helpful, offering recommendations, and offering the educational content your clients are seeking out will also help you make their experience as remarkable as possible.
Educate, Don’t Oversell
If your sales process relies heavily on paid advertising and marketing, it’s not in line with current trends. Customers no longer want to be bombarded with advertising messages and they certainly do not want salespeople pushing their messages in front of them.
What should you do instead? Focus on being an educator and a guide. This is exactly what consumers now want. They want you to help them make purchasing decisions—not by being pushy and aggressive, but by being helpful. Your sales process should be heavily focused on educational customer content.
You should no longer be measuring your efforts by how much you spend on marketing and sales. Instead, start looking at different numbers, like cost per sale and cost per lead as well as metrics like website traffic and lead conversion. These KPIs will give you the information you need to improve your sales process.
Not Sure Where to Start?
Give us a call to get started. We will assist you in redesigning or defining your sales process. Our sales process design focuses on leveraging innovative technology solutions that will enable you to be competitive and responsive in our ever-changing business world!