As the world continues on the path toward full digitalization, buyers are empowered more than ever before. The transparency and control afforded by technology and information puts customers in the driver’s seat – and gives them high expectations for what a positive sales experience looks like.
Meeting – and exceeding – these expectations requires sellers to ensure comprehensive, non-fragmented, human sales journeys for buyers.
And, although it may seem counter-intuitive, the key to making the sales journey more human is innovative, customer-focused technology. Unlike traditional CRM and Sales Force Automation systems, today’s smart, seamless, omnichannel solutions ensure buyers – and sellers – remain unique individuals, not pieces of data, across all stages of the sale process. In fact, cutting-edge SFA technology is now an essential tool for any sales organization to remain competitive.
In our eBook “How Technology Can Make Sales More Human: Transforming the Sales Experience In the Digital Age,” we outline the four key ways sales leaders can revamp their strategies using customer-focused technology. The first step? Feel what your customers feel.
Harness empathy to drive sales
Traditional SFA software can be useful for forecasting and creating reports, but it can also create a disconnect between buyers and sellers. Customers feel like they are receiving impersonal experiences and being treated like indistinguishable pieces of data; Service reps feel burdened by the technology’s administrative elements and are not able to distinguish one buyer from another.
Cutting-edge SFA technology, however, can foster empathy, allowing both customers and organizations to become human again. Customers feel understood, while sales reps receive the intelligence they need to make the right offer, in real time, based on a deep understanding of that individual customer, boosting sales success.
As our eBook says: “Having empathy creates value. Sales organizations that embrace real-time customer knowledge close more deals, faster, and for more money.”
To learn more about how technology can make sales more human, and to learn three more ways your organization can enhance sales interactions, check out our eBook.