Blog Denave

06th Dec, 2017

Digitisation and Technology – Changing the dynamics of Sales

With the advent of technology and digitisation, processes have become way more streamlined, specifically in the sales domain. Be it analytics based upon artificial intelligence or targeted campaigns leveraging social media, digitisation surely has enabled companies to enhance their sales impact and ROI footprint.

With the advancements in social technology, performance and reach of brands has also significantly improved. One can say that sales industry has got an ultimate makeover and this transformation is going to continue throughout.

Let’s take a peek into few instances showcasing the stark difference which technology has made to the sales processes lately:

Searching Prospective Customer Database:  For any company, at any stage, the strategic focus remains on seeking potential consumers, attracting them, engaging them and most importantly converting them into a loyalists. Today, age-old traditional methods of door-to-door selling and advertising outside the shop, have been replaced with smarter outreach techniques involving Whitespace database extraction etc. Unlike conventional sales methodology, social selling makes it conceivable to reach out to multiple entities from across the globe – all at once.

Targeting Influencers: With extreme penetration of social media in today’s world, the customers as well as the sellers, are more aligned with each other’s requirements and offerings respectively. Also, as a trend, majority of the people are turning to peer endorsements and social media reviews as part of their product research. Therefore, brands have now started to discern their online presence to make a targeted approach, by being visible on these platforms at the right time and to the right audience – without losing time as happens in the traditional approaches.

‘One-Size-Fits-All’ versus Custom-Made Approach: The reaction captures for the sales route used to be tough to ascertain in case of traditional methods, therefore, the ‘everything-for-everyone’ approach used to be universal for all – without taking into account the different degree of requirements. With a focused observation on the online practices of the prospective customers, sellers are now able to make a customized plan and this knowledge also empowers them to synchronize their content marketing approach as per the specific need.

Converting customers to ‘loyalists’: Digital platforms offer a distinctive advantage for sales forces to translate the people into loyal consumers with the help of customized marketing – at the right time and to the right audience. Technological intervention has indeed eased the tasks of prospect tracking way up till response delivery. With advanced set of analytics, marketers are now able to zero down onto the present consumers who have high propensity of getting converted into a repeat customer.

We can see that the time-saving element which technology has introduced, has added quality and precision to all the business practices.  With all this, we can clearly infer that organizations which are leveraging the power of digitisation by adopting new-age technologies – they are the ones who are going to survive and remain competitive in the years to follow. After all, with digitisation and technology changing the dynamics of the game, we are indeed moving towards a better ‘Selling’ world.

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