Automated onboarding is a powerful tool businesses can use to streamline the process of integrating new customers. With an automated onboarding process, companies can ensure that new customers are quickly and efficiently integrated into their systems, which can create increased customer satisfaction and retention.
One of the main benefits of automated onboarding is that it can significantly reduce the time and resources required to onboard new customers. By automating many of the tasks involved, such as sending out welcome emails, collecting customer information, and setting up accounts, companies can save a significant amount of time and resources that can be better spent on other important tasks.
Another benefit of automated onboarding is that it can help to improve the customer experience. Companies can ensure that new customers are quickly and efficiently integrated into their systems, further increasing customer satisfaction and retention. Additionally, automating onboarding can give a more personalized experience to the customer.
An automated onboarding process can also help to increase the accuracy of customer information. By using automated forms and systems to collect customer information, companies can reduce the risk of errors and ensure that they have accurate and up-to-date information on all their customers.
To implement automated onboarding, businesses can use a variety of tools and technologies such as CRM-software, marketing automation platforms, or even custom software development. These tools can help to automate many of the tasks involved in the onboarding process and provide a seamless experience for the customer.
In conclusion, automated onboarding is a powerful tool that businesses can use to streamline the process of bringing new customers on board. With an automated onboarding process, companies can ensure that new customers are quickly and efficiently integrated into their systems, which can lead to increased customer satisfaction and retention, improved customer experience, and increased accuracy of customer information.
Structuring the sales process is a powerful tool for businesses. By creating a structured sales process, companies can ensure that their sales team is following a consistent approach, which can lead to increased sales and higher customer satisfaction.
The first step in creating a structured sales process is to define the target market for the product or service being sold. This will allow the sales team to focus their efforts on the most likely buyers, rather than wasting time and resources on those who are unlikely to make a purchase.
Once the target market has been defined, the next step is to create a sales script. This script should include all of the key points that need to be covered during a sales call, as well as a clear call-to-action. This will ensure that the sales team always communicates the right message and that they are able to close more deals.
Another important component of a structured sales process is to establish a system for tracking and measuring the performance of the sales team. This can include metrics such as the number of calls made, the number of appointments set, and the number of deals closed. By tracking these metrics, companies can identify areas where the sales team is excelling and areas where improvements need to be made.
In addition to tracking and measuring performance, it’s also important to provide ongoing training and support to the sales team. This can include training on new products or services, as well as training on new sales techniques and strategies. By providing ongoing support, companies can ensure that their sales team is always improving and are able to close more deals.
In conclusion, structured sales are a powerful tool for businesses looking to increase their sales and improve the performance of their sales team. By creating a structured sales process, defining a target market, creating a sales script, tracking and measuring performance, and providing ongoing training and support, companies can ensure that their sales team is always at their best!
Using a script in your sales process can greatly alleviate the problem
There are several reasons why it is beneficial to use scripts during a sales call. Some of the main reasons include:
1. Consistency: By using a script, sales representatives can ensure that they are consistently delivering the same message to all potential customers. This can help build trust and credibility with potential buyers, as they will know what to expect from the sales representative and the company.
2. Efficiency: A well-written script can help sales representatives stay on track during a call and ensure that they cover all the key points that need to be discussed. This can help make the sales process more efficient and increase the chances of closing a deal.
3. Objection handling: A script can include potential objections that a customer might raise during a call, and pre-planned responses that can help the sales rep to address them effectively.
4. Training and onboarding: Scripts can be used as a training tool for new sales reps, helping them to understand the sales process and the key points they need to cover during a call.
5. Compliance: Scripts can help to ensure that sales representatives are complying with any legal or regulatory requirements related to the sale of a product or service. Such as disclosing certain information or obtaining consent.
6. Improved Performance: Scripts can help sales representatives to improve their performance by providing them with a clear structure and guidelines on what to say, when to say it and how to say it.
Overall, using scripts during a sales call can help to increase the effectiveness and efficiency of the sales process, resulting in more
closed deals and increased revenue for the company.
Cross-selling can go wrong easily
Most sales managers realize cross-selling is important. It can help you build customer loyalty by offering products that complement what customers have already purchased. This can help improve profitability. Cross-selling can also help you stand out from your competitors and strengthen customer relations.
But be careful, cross-selling can go wrong.
Sales reps know how to sell your primary products. That doesn’t mean they are familiar with selling your non-primary products. Do they have the skills to do so? Are they trained to do so?
Is the cross-sell product sold to the same buying persona or not? Are you sure you are aware of your buying personas for your cross-sell campaign?
Does your sales just start to sell, or should they be better prepared and equipped with the right content?
To structure cross-selling, you can follow these steps:
1. Build out buyer segments and personas to promote cross-sells that align with each segment’s needs.
2. Explore your options and create a list of potential cross-sell opportunities.
3. Create and promote well-aligned content that highlights the benefits of your cross-sell offerings.
4. Keep it consistent by promoting cross-sells at every touchpoint with your customers.
5. Use lead scoring to promote the right cross-sells to the right customers.
6. Track, measure, and test your cross-selling efforts
Introduction
Customers expect more value from their resellers. Resellers have a history of shifting boxes, connecting printers, taking care of cabling, maintenance and updating hardware.
But the world has changed. Solutions need to be combined to managed end-to-end solutions. Resellers need to think in eco-systems. Real added value has to be delivered.
And now resellers are faced with either making this shift or disappearing. And who is going to help them make the shift?
The role of vendors
Vendors are good at making products and creating content. Presentations, leaflets, whitepapers, battle cards, tooling. That’s what they do best. And it is up to the resellers to bring the product to the market. To make life easy for resellers, each vendor has created their own portal with all their content.
So far so good.
But resellers have multiple vendors, and find it hard to check all those vendor portals. What vendor content is used at the sales meeting between a reseller and its customer? Probably something old, probably something they’ve created themselves, and most often nothing.
The role of distributors
Who is the perfect fit to help resellers do a great sales job, and providing all relevant content. Content to enhance the sales call between the reseller and the customer.
That’s the distributor. The distributor has an overview of the market, the positioning of the resellers, the offerings of the vendors and the eco-systems.
It’s up to the distributor to help resellers go into consultative sales mode. Know what to ask, know which trends to discuss, which solutions to present and know how to sell, know what information to share with their customers.
In a world where distribution has less to do with physical distribution, the role of the distributor has changed. It’s their role to bring market & solution knowledge to the resellers. And deliver real added value.
The feedback loop
In all meetings between resellers and their customers, data is collected and exchanged. This data can be captured to continuously learn and improve. And offered as feedback to vendors, distributors and the resellers.
How to be a value added distributor for reseller sales teams
Real value added distributor take the role to add smart content to the sales meetings of their resellers, and their customers. Smart content which enables them to properly sell managed solutions, eco-systems, etc…
As a distributor you know your market and have access to all relevant content produced by your vendors. Converting this in ready to use content for your resellers makes the difference.
The first distributors that understand how to change reseller sales, will be the ones growing market share.
The time of analogue, relation based sales is over. According to Gartner, leaders like you build adaptive sales models and systems that will:
– Align with customers’ changing expectations, engaging the “everywhere customer” effectively
– Improve the digital skills of sellers to enable them to sell with digital channels
In this 30 minute webinar, we’ll show you how to start the digital journey for your reseller sales and their customers.
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Als bewindvoerder, mentor, curator of inkomensbeheerder wil je aanvragen van nieuwe cliënten makkelijk kunnen bespreken en efficiënt administratief verwerken. Soms wil je je cliënten ook online helpen, op een laagdrempelige manier.
Idiligo heeft hiervoor de oplossing. Met één link kunnen jij en je cliënt gezamenlijk alle verschillende aanvraagformulieren invullen, de benodigde documenten uploaden en direct online ondertekenen. Je hoeft dus niet dezelfde informatie in verschillende formulieren in te vullen en dat scheelt enorm veel tijd en administratieve rompslomp.
Het systeem is eenvoudig te koppelen met je eigen cliëntvolgsysteem, aanmeldformulieren of andere intake-pakketten. Het enige dat je nog moet doen, is gezamenlijk met de cliënt door het gestructureerde gesprek heen te lopen, de informatie te controleren en waar nodig aan te vullen.
Ben jij lid van Horus dan betaal je maar € 3,00 per cliënt waarvoor je dit programma inzet. Klik om meer te lezen.
In deze tijden van digitalisering heeft Idiligo voor jou een lunch-webinar georganiseerd waarin je in dertig minuten een beeld krijgt van de mogelijkheden voor jouw bedrijf. Natuurlijk heb je ook de mogelijkheid om vragen te stellen.
Meld je nu aan voor deze lunch-webinar op donderdag 17 maart om 12.30 uur.
As sales behaviour has changed over the last 1 ½ years, omnichannel has evolved not just as a trend, but as a common practice which, according to McKinsey, will shape the future in B2B sales.
Even though customers will partly want to meet face-to-face again, the possibility to communicate and interact throughout multiple channels, will also be in demand in the future. Making flexible use of the channel of choice provides customers with a high level of efficiency. Like this, the customer experience can be much better, and the overall sales success be improved.
Engaging with the customer remotely also means, providing them with digital self-service channels. With those self-service channels, such as Idiligo’s microsite feature, customers can interact with their contact person, have access to all necessary sales material, sign contracts or share these information with relevant decision makers. Having to set up a call or meeting with a sales rep in order to go through the sales material again or pop a question is not what todays’ B2B buyers want anymore. They want the sales process to be tailored to THEIR needs, their schedule and preferred way of interacting. So, it’s not surprising, that about 2/3 of B2B buyers prefer those kind of digital self-service channels or remote interactions with their person of contact compared to the traditional way of interacting.
But how can organizations successfully master the shift from a single or multichannel approach to an omnichannel strategy? Omnichannel means, that there are not only multiple channels, but that they are all connected with each other. Information, communication, and data is synchronized throughout all channels, so that the customer shouldn’t even notice anymore, which channel he is using, since he is receiving the same experience and information in each of those channels. Implementing this requires a shift of mind and strategy of an organization. Sales and marketing teams must closely work together and find ways to connect everything in a smart way. Idiligo can help, not only with moving from offline to online customer communication, but also to do both, depending on the customers’ wishes. Idiligo provides advisors with optimized sales processes and material, which they can use in offline and online customer meetings. Moreover, all relevant information and customer data can be placed on a microsite, which acts as a digital self-service channel for the customer. Like this, the customer can choose how and when to interact with the organization.
If your organization is also thinking about implementing an omnichannel approach, feel free to get in touch with us. We are happy to assess whether and how Idiligo can help your organization to do more customer focused and successful B2B customer sales.
According to a survey, only one third of sales reps’ time is spent on revenue-generating activities. The rest of the time is spent on administrative tasks such as writing emails, copying data to the CRM etc. Moreover, only 22 % of sales reps follow any kind of structured time management.
Focus, focus, focus! Having no guideline and the freedom to do almost anything (and nothing) during the sales process can be quite challenging for sales reps. Additionally, being caught up in administrative tasks wastes too much valuable time, which could rather be spent on revenue-generating activities. So, automating the process, providing sales reps with the correct content at the right time, automatically generating invitation and follow up emails or even generating a digital sales room for the potential customer is key to an increased efficiency.
Another benefit of sales and content automation is that the organization communicates one consistent and clear message to the customers. Each sales rep is using the correct, same, and latest (!!!) sales content. The system generates emails, offers and digital sales rooms, which all comply with the corporate design and legal standards of the organization. Especially for new team members, who might not be entirely familiar with all products and the perfect sales pitch yet, a guided sales meeting which includes all relevant presentations, information and prices helps to faster sell on a high level and be successful.
Additionally, to providing sales reps with the perfect process and content, detailed reporting on all sales activities also leads to an increased efficiency. Weak spots of the sales reps and/or the process can be uncovered. Specific training can be provided, or the sales process improved.
In order to save even more time, all data and content, which is being collected or exchanged during a customer meeting should automatically be synchronized with the internal CRM system. This also prevents sales reps from doing manual data entry mistakes.
Idiligo as a solution for online and offline customer meetings combines all above mentioned functions. From creating a predefined process over reporting to integrations with CRM systems.
Get in touch with us or one of our worldwide partners for first chat to check out how this can help your organization to improve sales and customer advice!
Responding to the increasing demand of our customers and Idiligo’s strategic vision, it is our pleasure to announce that Idiligo has recently set up Idiligo UK.
A local team is now responsible and first person of contact for UK based customers. We warmly welcome them in our Idiligo family and are looking forward to seeing business grow!
This is how you get can get in touch with Idiligo UK
26-28 Molesey Road
Hersham
Walton-on-Thames
Surrey
United Kingdom
KT12 4RQ
Tel: +44 (0) 333 090 1316
Email: UKI@idiligo.com