The Internet technology’s rise has dramatically altered the art of selling. Today, sales teams can contribute to the revenue of a business even without meeting with customers personally. It’s called remote selling, and the Internet plays a huge role in it. Smartphones and the Internet have had a particularly profound effect on the sales world, despite also impacting other kinds of industries. It’s essential to note that the Internet has also changed how prospects make their buying decisions.
New advantages are now enjoyed by salespeople. A huge number of resources, techniques, and technologies are now in their arsenal, helping them connect with prospects and customers, as well as learn better. Take a look below at some of the significant ways the Internet has influenced remote selling.
- Data-Based Selling
Sales teams can now more effectively manage the process of finding prospects using data analytics tools. Of course, it’s one of the critical steps in the entire sales process. The process of finding and qualifying prospects with specific wants and needs was a time and labor-intensive task in the past. Today, business organizations can’t only identify potential customers, but they can also predict more effectively which leads from business-to-business or business-to-consumer lead generation efforts have the highest chance of being converted to clients. As a result, sales teams obtain a clearer idea of exactly where to focus their efforts.
Organizations can also better determine which buyers are the ones most likely to be responding to various messages and efforts, how they can use profiles for identifying lookalike customers, and, ultimately, which customers to target with the help of analytics. Data analytics tools, therefore, can help business organizations focus their efforts on activities and customers that are most promising and profitable.
Along with data analytics tools, the rise of the Internet technology has also given remote sales team the chance to conveniently learn from the experts through online coaching from reputable remote sales and customer success trainers, like Winning By Design.
- Buyers Have Every Information They Need At Their Fingertips
Those days when businesses had to mail brochures to customers are gone. Today, with the help of the Internet, buyers can research about a business, including the products or services it offers, before reaching out. In fact, most of today’s consumers don’t talk to sales representatives anymore before doing an independent research. Such an ability to find answers to their questions online has definitely shifted the balance of power, which favored salespeople in the past, but, now, is already in the hands of buyers.
For both buyers and salespeople, researching used to be one time-consuming task. For instance, before getting the information they needed to provide an in-depth quote, salespeople had to be in multiple meetings. Thanks to technology and the Internet, sales teams can now research their prospects with just a few clicks on their computers. Finding potential pain points is also now possible even before the salespeople’s first interaction with the prospective customers.
- Use Of Social Media Platforms To Attract And Engage New Customers
Various social media platforms have risen due to the social technology’s explosion. Businesses are aware that almost everyone now has an account in social media networking sites, like Facebook, so sales teams are now utilizing these platforms to attract and engage new customers. Of course, it’s one vital step in bringing a customer into the company’s sales funnel.
Companies now have the opportunity to do a virtual shaking of hands with potential customers through social media platforms. These sites allow them to engage customers in conversations about their products or services to gain valuable insights that could make a way for a sale. The best thing about social media is that it makes it possible for businesses to shake millions of hands at once from across the entire globe, unlike conventional sales strategies.
- Targeted Prospecting
In today’s world, a vital step in capturing an organization’s target audience is posting and sharing valuable content online. You can be sure that they’re online, no matter who you’re trying to reach. The Internet has made it so much easier for sales teams to perform prospecting. In B2B selling, for instance, social media and websites allow sales professionals to gather useful information about a company, including who the organization’s key decision makers are.
Finding organizations and people who fit a business’s target market has become easier because of the Internet. It increases the chance of conversion since these are the very prospects who are more likely to buy the offerings that a business offers.
The world of sales continues to be transformed by Internet technology. Only business organizations that take advantage of the things discussed above through the Internet will remain competitive and profitable going forward.