Sales – where time and technology are the essence

Success in life depends a lot on timing. When it comes to sales, right timing is extremely crucial. Many a times, a sales deal is lost or missed due to inappropriate timing primarily when it is not aptly complemented by right technology. Sales conversion requires adequate skills, readiness of the ecosystem and timely interactions with the prospects - all being properly orchestrated with technology.

While we understand that lot of times it is in hindsight that we are better able to judge the ‘correctness’ of timing, however technology is surely filling in the gaps. It not only expedites the entire sales process but also connects the dots enabling worthwhile lead conversions. Quite evidently, smart technologies are revolutionizing the sales interactions and paving the way for speedy solutions.

How to improve Sales timings?

Sales conversion is the primary objective of any organization. Faster the conversions, better it is for the organisation as a whole. Technology advancements are definitely helping to convert the prospects in a much faster and smarter way. Let’s delve into some of the aspects in detail:

• Prospecting – Selling will be a tedious process unless we know that the prospects are genuinely interested in buying. Technology helps in building an organic approach to find right prospects; engaging, educating and enabling them to make the purchase. Learning from the buying patterns of existing customers (using statistical algorithms), data enrichment using machine learning bots and suggesting right prospect database (AI based platform to match product & services with customers’ need). Getting the right set of prospects is the key to sales conversion.
• Proactive Engagements – A targeted approach is required wherein communication is customized basis the customers’ touch points to help generate interest. Also, we should be using contextual digital marketing tactics for the prospects to evaluate options and for sellers to generate interest. Technology plays an important part here in ensuring right content is presented to the right person through right digital channels at the right time and frequency. These series of actions help improve lead propensity.
• Prospect Connect – It is an important part of B2B selling to connect with active prospects to educate and enable them in the buying process. Lead Generation tool (CRM) provides a right platform for such interactions. One should be extremely cautious about right prospect segmentation, requirement detailing, product education through tele, chat, content sharing or video meetings, follow ups and finally lead generation. Technology helps in disseminating information faster and reducing the sale conversion cycle.
• Lead generation motion via tele-calling or online need to be substantiated by field sales. A field sales expert meets the prospect face to face, crucial for striking rapport with the customer, understand the needs, pitch the right solutions/services, customize and negotiate the offerings and help close the sales. Technology provides field sales people with interaction details in setting up meetings / follow ups, preparing for the meeting, sharing right content to justify pricing, negotiating and closing the deal. 
• In addition to the sales process, technology helps in automating sales coaching through speech to text and semantic and tonal analysis. Sales interactions are scripted and personalized for better connect. Sales representatives are further supported by content bots to help in prospect study and preparing for sales pitch. It is important to provide training to the sales representatives in new digital trends, on the go learning, assessment and reinforcements for smarter connect and sales closure. Bots, over time, learn and move from reactive to proactive mode. This also helps in taking course correction and improving sales conversions.
• Finally, it’s all about data. Huge amount of data is being generated across various channels. Technology helps to collate it, convert it to generate relevant information, and then support in current and future sales motions. Insights to share how the sales happened, predictions and prescriptions using statistical and forecasting models to guide the business for future sales conversions. This way, it helps in improving operational as well business efficiencies.

Syncing technology and timing!

Clearly, technology is an important ammunition for all businesses. From the sales point of view, it serves a 360-degree view for sales force, management and for the customers. Riding high on the technology wave is the way forward and a game changer for the entire sales team as well as the organisation.