Expectations of companies are changing: Experts are predicting more selling and communication through online channels, especially in the B2B environment. The interactions between sellers and buyers are taking place according to new requirements. Companies need to meet customers where they are and respond to their needs – just as they used to do in their local store.
valantic knows: It has never been more important to digitally engage with customers. Welcome to the “Future of Sales”!
According to a study published by Gartner, an explosive increase in digital interaction between customers and companies is expected in the next five years. The “Future of Sales” concept takes this development into account in many ways. It includes:
People, processes and technology: According to Gartner, it is these three areas that are combined in the “Future of Sales” concept. The result is three phenomena: digital scalability, hyper-automation, and artificial intelligence – all of which ultimately contribute to the sales of the future.
5 facts that speak for themselves
What do all of these numbers by Gartner tell us? It pays to invest in digital sales sooner rather than later!
Driving the digital transformation
Even though we at valantic are already dealing with the topic every day: For many companies, the “Future of Sales” is still uncharted territory. This is exactly why our tech geeks will tackle the challenges of digital transformation together with you. Important in this context:
Accelerate, scale and focus – the “Future of Sales” concept encompasses all this and more. But what advantages does it offer companies and consumers? You’ll find out now!
The “Future of Sales” also facilitates standardized, digital processes that can be adapted to local conditions and the market at the same time.
Apart from that, the following three benefits of the “Future of Sales” are worth highlighting:
If you want to engage with customers in new ways – and do so over and over again – you should use the possibilities offered by digitalization to do so. The result: more leads and opportunities for new business. In terms of customer loyalty, existing relationships can be intensively cultivated.
Companies can quickly react to changes in the digital environment or to changing customer needs and adapt their offers accordingly. Uncertainties regarding production volumes and market developments can be reduced through integrated planning scenarios along a transparent value chain. This allows for optimized yields. In addition, offers can be managed in a targeted manner, and customers can be informed transparently.
Systematic and digitally supported analyses open up completely new possibilities in the acquisition of new customers. Utilizing digital support, you receive corresponding reports at the touch of a button, from which concrete measures can be derived. The result: higher sales and better margins.
IT is a key factor in the success of the “Future of Sales” concept. But let’s perhaps take a step back and start with the basics: The sales strategy and the digitalization strategy (including the area of information technology, or IT for short) together make up a digital sales strategy. It comprises six target areas:
These goals are implemented on the basis of the value proposition of sales and the implementation options regarding IT. The decisive factor here is where the initiative for digitalization comes from. A decision on this should be made jointly by the Sales and IT departments and written down in the digital sales strategy.
Ongoing coordination ensures that potentials can be fully exploited. It is also important that the success of the sales strategy can be tracked and measured. For this purpose, appropriate key figures must be defined. Furthermore, many sales employees are skeptical about digitalization. For a successful digital sales strategy, any doubts and reservations should definitely be resolved – and valantic will help you with this!
Want to learn more about the topic? We are happy to provide you with additional information about the sales of the future …
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