There's is not augmented seller.

Initiated by the digitalization of the customer journey, BtoB expresses new needs as well as individual behavior : 

• the first contact with sales is offbeat in the customer journey
• the buying cycle is longer
• and buyers needs sales more than ever to answer more complex questions or negotiation.

Keep it simple: buyers are looking for an accompanied digitalization by salespeople highly trained.

With more digitalization, everything is shaked up. Cx is paramount while sales have less opportunity to perform: it is vital to evolve as well to be awesome everytime, from the top organization to the last kilometer, from strategy to pay plan. The biggest is the company, the more inside sales there is in the journey. For example, the IT industry swifted from license sales to a no-subscription model, involving to focus the sales force according to customer expectations and the new recognition of turnover (one-twelfth). Large businesses focus the key account managers on high values missions, avoid them to endure administrative tasks and not creating value.

Sales experience : Premium is basic

Customer debt has risen sharply, expectations are higher and impact sales as much as NPS. 

The new paradigm is to deliver more value, before the first interaction with sales. And when the Batsignal comes on (aka leads), it's essential to be the first to answer to transform it.

Vendors are focused when it’s useful, leads flow powered by demand gen, KPIs followed end to end from MQL to SQL in a virtuous circle. The bench is between field and remote sales costs and the model stays less than field sales. Growth is overdrived by alignment.

So, there was the idea to bring together remarkable skills, to accelerate growth with an end-to-end proposition by resorting on people more graduate and capable of delivering seamless solutions in a collaborative partnership engagement.

OK, and IRL?

The new personae of the inside sales rests on an advanced competence, close to a presale profil, polyglot and using by new tools of assistance to the sale.

Based in centers of excellence, at the opposite of the good old telesales cliché, telesales become brand ambassadors to create extraordinary customer experience. They’re reappropriating the marketing approach for digital interactions by using the community manager tools to emphase the high-value content from Marketing & Communication. They train continuously on new offerings through training trailheads, accessible on and off the job site.

Social selling tools are mature and simplify the connections with decision makers or track the shared content throughout the closing process. 

In addition, augmented reality tools help to personalize demonstration, even live online and IA are available every time everywhere to coach the operational team in upsell;at the condition to remain human when we talk to a human.

Exciting time for customer relationship and the people who ensure the high level of customer experience: they are congruent and valued as never before.