The best ways to use technology to increase sales

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The best ways to use technology to increase sales

Every sales manager already knows very well: the area has evolved significantly in recent years, with changes that have transformed the way we interact with our customers.

Of course, every change brings with it adaptation challenges. New tools, new approaches and new processes need to be adopted quickly so that opportunities are not missed.

But overall, we’ve only gained from using technology to increase sales.

Bonus: make your team achieve high sales performance with our CRM platform

Agendor is a CRM and business management platform that works as a control panel and personal assistant for B2B sales teams.

We gain in time and process optimization, we make our sales strategy more precise and we are able to deliver more value to our potential customers. And we keep evolving at these points!

With new trends emerging on the horizon, commercial activities will become even more strategic.

Want to know how?

In this article, we’ll introduce you to the best (and most modern) ways to use technology to increase sales. Check out!

The hot topics: Artificial Intelligence, Machine Learning and Big Data

Without a doubt, when we talk about trends associated with technology that are transforming the reality of business, we need to cite three main ones:

  • Artificial intelligence;
  • Machine Learning;
  • Big data.

Let’s better understand what each one of them is?

1. Artificial Intelligence (AI)

Artificial Intelligence, as we’ve already talked about here on the Blog do Agendor, is the intelligence of machines. In other words, a branch of computer science that allows devices to simulate the human ability to make decisions and solve problems.

We have several AI applications in sales, including automated service via chatbots, for example.

2. Machine Learning

Machine Learning, or machine learning, in Portuguese, is a branch of Artificial Intelligence. Precisely what has allowed the improvement of technologies that use AI!

It is a data analysis method that automates the construction of analytical models, based on the premise that machines can learn from data, identify patterns and make decisions with minimal human intervention.

We mentioned the use of AI in chatbots, right? Machine learning, within this context, is what allows the software to learn which are the best answers to be used in each type of question, based on user feedback, for example.

3. Big Data

Another big trend in the business world that directly affects the commercial area is the so-called Big Data.

This term refers to a large volume of data (structured and unstructured) that can be analyzed for decision making within the company.

Of course, if we are talking about a large volume of data, this information is only analyzed in a viable way with software capable of organizing and interpreting it.

CRM system: the technology to increase sales starts here!

When we talk about technology to increase sales, we cannot avoid talking about step zero when we talk about commercial management.

The CRM systems (customer relationship management with the client) are the technological basis for any sales operation.

With CRM software, it is possible to record all business interactions and perform accurate analysis within minutes for decision making. Among other elements, you can monitor:

  •  Cost per customer acquisition;
  • Average ticket;
  • Effectiveness of campaigns;
  • Conversion rate along the funnel;
  • Performance by seller.

In other words, in a scenario in which it is essential to associate technology with sales, your CRM system will be a key part for many other actions, as it systematically gathers crucial information from your customers and prospects.

How to use technology to increase sales?

After understanding the main technological trends that are currently transforming businesses and knowing the importance of the CRM system as an essential tool for commercial operations, it’s time to learn about the best technologies to increase sales!

We separate them by moments of your commercial strategy: Market Intelligence, Lead Generation, Customer Relationship and Performance Monitoring.

Market intelligence

Market Intelligence comprises all activities related to the study of the market in which it operates and its potential markets, including customer segmentation to approach sellers.

And how can technology impact sales at this stage?

1. Predictability of sales

With structured analysis of market data and sales history, Commercial Intelligence can make predictions that are ever closer to reality about the prospect of deals to be closed in a given period.

In this way, it is also possible to identify the bottlenecks for growth and act on them for better performance.

In addition, the business goals themselves become more realistic, enabling an optimized management for the entire company.

2. Analysis of patterns in customer profile

Another activity that gains from technology within Market Intelligence is the analysis of patterns in the behavior of its current customers to define the ideal customer profile.

Through structured data, it is possible to know which types of customers bring more revenue, which take more or less time to close and even generate more or less demand in the long-term relationship.

Lead Generation

After talking about the potential customer identification and segmentation phase, let’s cover how technology can increase sales in the lead generation phase!

Data analysis for more accurate campaigns

If we can better understand the ideal customer profile through data analysis, we can also use this information to develop more accurate marketing campaigns.

In times when ROI matters so much, it radically optimizes financial resources and requires less time for salespeople to qualify poorly aligned leads.

Strategic information about the potential customer to help the seller

Data comes into play, in fact, throughout the interaction journey between potential customer and seller. Whether in Inbound or Outbound, the sales professional can have valuable information at hand to guide the business process in a more personalized way.

This happens, for example, when a lead is converted via Inbound Marketing and the salesperson can access information about the content previously accessed by him to qualify the conversation.

Multichannel Strategies

Since it’s possible to map the entire digital journey from a lead to conversion, it’s also easier to find patterns for a multi-channel strategy. Thus, one can combine online and offline channels for a path that increases conversion and lowers acquisition cost.

Customer relationship

The relationship with the customer gains a lot with the use of technology, especially if we think of an increasingly 24×7 demand for service and support.

Chatbots

We’ve already mentioned chatbots in this text and they do play an important role in customer relationships. And increasingly improved thanks to Artificial Intelligence.

The chatbots can be used in the relationship with the customer from the first contact, before the lead generation, until the relationship the day to support.

With this technology, the main gain is the optimization of the time of the salesperson and the Customer Success professional, who start to dedicate their attention to situations that require a more strategic look.

Online communication tools

Communication tools, such as those that enable videoconferencing, are nothing new. Now, however, remote work is finally being naturalized within organizations.

As a result, internal sales gain strength and companies start to save resources in the initial stages of negotiation or in conducting opportunities that require less time to be approved.

Performance Monitoring

Finally, if we talk about market segmentation, lead generation and customer relationship… we couldn’t fail to mention performance analysis! Yes, technology also influences – a lot! – Sales at this stage.

Streamlined, real-time reporting

Gone are the days when business performance reports took hours to develop. With technology and solutions like CRM systems, these analytics happen in near real-time.

It is enough to have the information sources to cross data and perform analyzes that facilitate decision making and allow course adjustments to quickly respond to any crisis or specific challenge.

A new era for sales has begun!

Even if you operate in a more conservative market, if your customer profile is more outdated, if you are averse to technologies… you cannot ignore the need to adhere to trends and transform business operations based on them.

 

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