What Are Your Customers’ Preferences for Buying?
Posted: Tue Dec 17, 2024 6:32 am
Sales reps weren’t the only people working remotely and virtually in 2020. Customers needed to adjust work and buying habits. They discovered that not only did they like educating themselves and running comparisons of products and services on their own, but they also have high expectations based on their experiences. Specifically, they expect customer-facing tools, including interactive calculators, chatbots, self-service product customizers, and click-to-call.
As for working directly with a sales rep, 76% of customers asia mobile number list want to talk with a rep when buying a new product or service. However, only 52% need to speak with a rep when purchasing from a vendor again but with different specifications. Finally, only 15% need to talk with someone when buying the same product or service they’ve purchased before.
Can You Close High-Dollar Deals Remotely?
If you do many smaller, simpler transactions, you probably have already adopted a self-service or inside sales model. But don’t rule out inside sales for those complex, high-dollar deals.
In 2013, there was a clear distinction. The average new face-to-face deal was $166,000, while inside sales averaged around $19,000. Today, that’s changed: 27% of buyers report they are willing to spend $500,000 to more than $1 million using a self-service site or working remotely with a rep.
What’s the Cost of Doing Business?
The differences in overhead and cost of doing business between an inside and outside rep remain significant. Given the increasing dollar-size of the deals that can be closed remotely, the cost of face-to-face meetings is harder to justify. According to McKinsey, companies that use digital tools that enable their sales reps to interact with customers virtually are successful and reduce their costs by 40 to 60%.
What Technology Is Required for Selling Virtually?
In addition to the basic CRM and sales and marketing automation tools, vendors need to think about what kinds of technology are needed to:
Enable buyers to make the best decisions in a self-service model
Help reps deliver the human touch while working remotely
B2C companies provide the best example of customer-facing tools, especially their use of live chat and platforms that enable customers to compare products by features and benefits. Technology that simulates personalized, face-to-face meetings is key to the success of inside salespeople. Video, live Zoom and webinars are all practical tools for today’s sales call.
As for working directly with a sales rep, 76% of customers asia mobile number list want to talk with a rep when buying a new product or service. However, only 52% need to speak with a rep when purchasing from a vendor again but with different specifications. Finally, only 15% need to talk with someone when buying the same product or service they’ve purchased before.
Can You Close High-Dollar Deals Remotely?
If you do many smaller, simpler transactions, you probably have already adopted a self-service or inside sales model. But don’t rule out inside sales for those complex, high-dollar deals.
In 2013, there was a clear distinction. The average new face-to-face deal was $166,000, while inside sales averaged around $19,000. Today, that’s changed: 27% of buyers report they are willing to spend $500,000 to more than $1 million using a self-service site or working remotely with a rep.
What’s the Cost of Doing Business?
The differences in overhead and cost of doing business between an inside and outside rep remain significant. Given the increasing dollar-size of the deals that can be closed remotely, the cost of face-to-face meetings is harder to justify. According to McKinsey, companies that use digital tools that enable their sales reps to interact with customers virtually are successful and reduce their costs by 40 to 60%.
What Technology Is Required for Selling Virtually?
In addition to the basic CRM and sales and marketing automation tools, vendors need to think about what kinds of technology are needed to:
Enable buyers to make the best decisions in a self-service model
Help reps deliver the human touch while working remotely
B2C companies provide the best example of customer-facing tools, especially their use of live chat and platforms that enable customers to compare products by features and benefits. Technology that simulates personalized, face-to-face meetings is key to the success of inside salespeople. Video, live Zoom and webinars are all practical tools for today’s sales call.