Technological advancements can transform any industry or job function overnight - including B2B sales.
Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in tech, you fall behind your competitors. Dont let this happen to you!
What Is The B2B Selling Process?
The goal of B2B selling is to reach prospects and form meaningful connections with them. Throughout the sales cycle youre getting to know a companys decision-makers, working to improve enterprise-wide operations.
Influencing purchase decisions is relatively the same in B2C selling, but in the B2B realm you are dealing with procurement specialists, stakeholders, and buying committees.
How Technology Changed The B2B Selling Process
1. Adoption of Cloud-Based CRM
A salespersons CRM (customer relationship management) platform is one of the most used tools in their technology stack. And for good reason - your CRM manages customer and prospect data which contains valuable information regarding customer behavior and buying habits. CRMs are a key priority for enabling their business strategy and discuss it to board-level execs, 92% of sales professionals cited.
However, theres been a recent development in the CRM world thats changing the B2B selling process: cloud-based CRM platforms.
For those who arent familiar with this technology, its exactly what it sounds like. Instead of living in on-site software systems, CRM data is hosted on the cloud. Compared to traditional CRM platforms that require on-premise deployment, cloud-based services are deployed on the web.
The Benefits of Cloud-Based CRM Technology
Accessibility: Cloud-based solutions free sales reps from the confines of their desk. Now, CRM data is accessible anytime, anywhere.
Increased Productivity: The cloud also makes it possible to power mobile CRM systems, making it easier to achieve sales quotas.
Quick implementation: You can forget time-consuming installation processes. As long as you have Internet access, your cloud-based CRM can be up and running immediately.
Scalability: As your B2B selling objectives change, youll need your CRM to reflect that. Cloud-based CRM platforms allow for instant updates so you can get right to work on your new sales goals.