Digitalization of sales The required background and Basic flow of digital sales
Digital natives move to important positions in business
- Millennial buyers make up 73% of the total , according to a US survey, with two sources: search engines and corporate websites .
- 70% of buyers collect information and make decisions on their own before contacting sales.
Buyers, on the other hand, discover value “while talking” to sales. - This shows the importance of strategically integrating online and offline as tools .
Millennial buyers
Before contacting sales
Making a decision
While talking to sales
Discover value
Created based on https://www.themarketingblender.com/statistics-boost-sales/
How to respond to diversifying customer contact points?
Human sales are currently just one of the “customer contacts”. How to make “customer contact” between the customer and the company
You need to build, connect, and design for business negotiations.
Before the internet
Internet start
Current
Customer buying behavior is changing
As customer contact points diversify and customers search for information on their own, websites that only have an “inquiry form” are missing all layers other than the “clear layer” (customers now). (Become a customer of another company)
4 customer stages
Organize current customer contacts
Organize current customer development measures for each customer stage.
Below are examples of various measures. It does not mean that the measure is always in that position.
Basic flow of digital sales
Digital sales does not mean “digitizing all sales.” Collect business card data of “non-customers right now” that the sales staff can not follow, register with BowNow, maintain the relationship, and when the needs of the customer increase, “pass the case to sales” again Consider “online and offline usage”.
Build a "winning pattern" by connecting customer contacts
Since it is rare to see the winning pattern from the beginning, the goal of “digitalization of sales” is to build an overall picture of the winning pattern while repeating “short-term results”.
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