Before COVID-19 the world was slowly starting to transition to doing more and more business online. The pandemic forced companies worldwide to figure out how to make that jump to an online business model this year, and it's affected the B2B sales process.
New data analysis from McKinsey & Co. is showing unequivocally that B2B buyers and sellers prefer the new reality of buying and selling in a digital environment. Over 75% of people surveyed said they “prefer digital self-serve and remote human engagement over face-to-face interactions.”
This is excellent news for many businesses since, in theory, online B2B sales should be more efficient. But, managing sales online is a little bit different than traditional face-to-face sales. It's not quite as simple as just switching to emailing all potential leads.
Selling B2B Online? You Need a Growth Systems Expert
If B2B businesses want to succeed, they should be using a CRM system like HubSpot to automate and track as much of their sales system as possible. The most efficient way to get
set up with a sales and marketing system like HubSpot is to work with a growth systems expert who can help get your CRM organized and set up in a way that makes the most sense to drive growth in your business.
Here are the different ways a growth systems expert can help your business sell online in the most efficient way possible.
A growth systems expert will work with you and your sales team to digitize your sales process and make it foolproof. They will also help your sales reps get up to speed on making the best use of the system to improve their personal sales performance and use the system to its full potential.
A growth systems expert will help you make your customer care process digital, personal, and automated where possible. The personal part here is critical. Digitizing customer care might be a little scary. Will robots really know how to take care of your customers? But robots won’t really be taking care of your customers. Automated systems will help your customer service staff take better care of customers. Automations will give customers access to the information they need immediately and help them get in touch with the right person if they need specific assistance. Automation will free up time for your customer service staff to deliver more detailed care that will delight customers.
A growth systems expert will help you make your sales systems more effective. A growth systems expert has experience analyzing and improving the sales systems of many different types of businesses. This wide range of experience gives them insight that can streamline your sales systems. Having someone who understands a CRM like HubSpot and your sales process means they can help you find all the best ways to take advantage of your system.
More efficient and effective sales systems mean your sales team will have more time to focus on selling to the warm leads that the system is giving them.
B2B sales moving entirely into the online realm is a win for everyone. Not only does it mean you can automate and develop sales systems in a CRM, but it also means you’ll be able to reduce many of the traditional costs associated with sales processes like constant travel and face-to-face client relationships building costs.
Get a Growth Systems Expert to Generate More Digital B2B Sales