Remote selling has become a norm for many companies over the past year. The outbreak of COVID-19 during March 2020 caused many companies to shift the direction of their business to survive. Most of these companies had to make the rapid jump to remote working to ensure their operations remained stable and continued to run smoothly. The companies that succeed in changing over to remote work have continued to endure throughout the pandemic.
The increase in remote work was so astronomical that over 88% of companies in the US have encouraged employees to continue working from home, while another 91% of international businesses have introduced a work from the home program since then.
As most of these companies worked tirelessly to come up with solutions to maintain operational stability, there is one organizational function that severely suffered because of the situation, sales. The outbreak has managed to introduce some of the most challenging times for sales representatives who are not used to remote selling.
Remote selling is something that most sales teams have struggled with adjusting to, but that doesn’t mean there aren’t ways to mitigate this issue. In fact, several sales tools in the market can assist you in improving business growth as a result of augmented efficiency, communication, and visibility. When used appropriately, these tools are capable of accelerating your sales process, boost your sales team’s productivity, and pack your sales pipeline.
The current state of remote selling has shown us how crucial these tools have become throughout the pandemic. They will continue to remain vital to most sales teams as they continued to remote sales even after the pandemic. Here, we’ll go over how remote selling throughout recent years has become an essential part of sales teams in helping them sufficiently manage their external and internal communication.
Otherwise known as inside sales or virtual sales, remote selling is an idea that was born during the early 2000s to distinguish it from traditional sales, better known as field or outside sales. It is defined as a practice of selling that takes place when a salesperson and the prospect are not physically in the same room as each other during the whole sales process.
Aside from some of the apparent parts of remote selling, it does share some similarities with on-field sales. It involves the usage of technology, such as the internet, telecommunications, and various SaaS-based solutions to reach out to prospective clients and close deals remotely virtually without needing to set up an in-person meeting.
With how popular remote selling has become, the tools required to manage every aspect of this method have become crucial. Before we delve into the importance of these tools, let’s go over the advantages that are being offered to organizations adopting remote selling.
While remote work has offered sales teams some advantages, they also have disadvantages they need to deal with. One of the top challenges for remote selling is communication, especially when it comes to prospective clients. The remote sales team must have the right tools to execute the best communication strategy that involves the following:
Communication among a remote team is crucial for an effective sales strategy. If they are incapable of updating or relying on each other, the whole remote strategy could fall apart. The team doesn’t have the luxury to get up and speak to each other as they would in an office setting, so they must have ways to communicate. Fortunately, remote teams can use the same tools they use to communicate with clients to stay in touch with each other and collaborate.
Without establishing internal communication, your remote sales will collapse. From duplicating work to getting off task, there are tons of potential for communication failure.
Searching for and connecting with prospects and leads is most likely one of the most crucial parts of a salesperson's job. That means your sales team requires the right tools to assist them to accomplish their goals. External communication tools typically include hardware such as phones along with mobile devices, tablets, and laptops. They also use all sorts of technological tools like email, live chat, surveys, conferencing tools, and much more.
Any job out there can be a challenging feat to accomplish without the right tools. If you want to ensure that your sales team can succeed at raising their sales numbers, you need to pick the right tools for the job.
If you want to raise your sales team efficiency to a whole new level, you need the right internal collaboration tools. When you provide your sales team with a unified communication tool, you grant them the chance to collaborate and share information whenever they need it.
Here are several benefits granted to you by using collaboration tools.
Saves time and boosts productivity: Communication through these tools ensures everyone remains connected no matter where they are. If you operate a hybrid team, they can also communicate with each other instead of needing to schedule dates to meet face-to-face.
Empower your team: Collaborating with an always-open form of communication is one of the best ways to improve our sales team’s relationships.
Boost project management: Working on a project with various team members or across multiple teams can be challenging. Use team collaboration to unite the whole group together and keep them on the same page.
Organize the team: Losing vital documents and missing out on information will no longer plague your everyday work life. Collaboration tools can keep track of your team’s conversations, plans, and ideas.
Telephones used to be one of the most commonly used tools for communicating with prospects,
but remote selling is changing all of that. While telephone calls still play a vital role in the selling process, unified communication tools are taking over. Not every form of communication needs to be done through phone calls. Most people are tired of receiving phone calls these days and prefer alternative means of communication. Why not offer your clients alternative means of communication with live chats, messages, or emails?
Unified communication tools serve as a way to bring communication to a single place. Best of all, these tools are web-based, so you won’t need to acquire any overly expensive infrastructure.
Sales enablement tools grant your team access to what they require for every step of the sales process. These tools offer some of the following resources swiftly and efficiently.
Documents and customer insight: These documents offer a sales team in-depth knowledge of a customer profile. It lets your sales team know the prospect's wants, needs, wishes, problems, complaints, and motivation. It’s also used for all sorts of customer insight along the way. Who have they spoken to? What have they accessed?
Research on competitors: Being aware of your competitor's strengths and weaknesses are not only about doing better than your competitions. It’s also about utilizing that information to prove to your prospective customers why they should choose your product over the competition. Or why they should switch over to your product.
Marketing material: These days, customers are increasingly becoming attracted to businesses because they saw something on social media, a blog post, or other areas on the internet. That type of marketing is critical in developing your lead list and finally, a customer base.
Product and sales training: If you want to succeed at selling a product or service, you need to know what is being sold and how to sell it. Your sales team needs to thoroughly understand whatever it is they are selling to the customer.
If you have been managing a sales team for long enough, you have become aware that time management is one of the most crucial aspects of the sales process. Sales rep time is finite, and there’s never enough time in the day to do everything. As a manager, you need to decide how much time is dedicated to each task, plus what tool to use to maximize the productivity of the time. Recent research has revealed that many sales reps are wasting time on other activities that are not closing deals quicker.
For most jobs, you would expect most employees to spend their time conducting the role they have been assigned at their organization. Teachers teach their students, doctors take care of the patients, and a sales rep talks to prospective customers to sell them a product or service.
Of course, there are going to be times when these jobs require the person to conduct tasks that are not correlated to their primary job function. There are times when a teacher may need to attend meetings, doctors need to file paperwork, and sales reps need to manage their sales CRM, along with other tasks that keep them from closing more deals.
According to recent studies, sales reps are only spending over one-third of their time selling. That is something no business can accept. The research had 721 sales reps interviewed on how they spend their time during their workday. The numbers accumulated from this research were shocking, to say the least. According to the study, these sales reps spend 35.2% of their time selling and 65% on everything, which doesn't involve selling.
While better training and tools can help improve these statistics, there is only much you can do to improve your sales numbers. Training takes time, which means less time spent on sales for a short time. Tools are some of the best solutions around, but having too many on hand can overwhelm your team and cause them to juggle far more than they can handle.
That's especially crucial when they need to check up information about the prospect they are about to speak to too soon through a video conferencing call. If your sales rep needs to jump back and forth between different solutions, they could lose focus on making the sale. That could also sour the chances of establishing a relationship with the prospect as well.
That’s why we are here to introduce a solution. A solution to end all solutions.
Imagine having a tool that allows your sales team to have ready open access to all of the information they need about their prospective customer. The ability to identify prospect insight and personalize every step of the sales interaction. All from a single tool.
Intro has proven to be a highly effective tool that can save your sales team tons of time. No longer will they need to jump between different solutions to keep up with their prospective clients. The tool ensures that everything is available in a single spot and enables them to remain focused on the customer instead.
Let’s talk about some of the features you can expect from Intro.
One part that consumes a lot of time from a sales team is the need to research the prospective client. This research serves as a way for the sales rep to learn more about the customer and design the best possible solution to close the sale. That insight needs to be readily available.
Fortunately, Intro has managed to solve this solution. By using our tool, your sales team will be able to see all of the relevant insight about the prospect inside of their Zoom or Meet application. Best of all, there is no additional data provided required to use the tool. Rich and relevant insights about the attendees are seamlessly provided to your sales reps. Your sales team will be able to concentrate on selling instead of needing to stop every second to switch between a note-taking tool and the prospect's website.
Instead of needing to open up multiple tools and solutions to get everything you need right in front of you, Intro offers you a one-click solution from pre-call research. Our tool can be quickly and easily pulled up once you have joined a meeting with your prospective. No longer do you have to waste time clicking between tabs. With Intro, you’ll gain full access to the entire picture of your prospects. You can also use keyboard shortcuts on both Mac and Windows to open Intro with little to no issue.
Our tool is so effective that it has proven to save five hours on pre-call research, and you’ll be able to maintain eye contact the entire time. VP Global Business of Firework Jason Holland stated that Intro cut down the amount of time he had to spend time researching by 95%.
Calendars these days are used to schedule calls with prospective customers. These calendars are necessary to ensure that the salesperson can remind themselves that they have to speak to the prospect that day. It also comes with a link attached to the meeting call, making it easier to access for all parties involved.
One issue that most salespeople tend to have is getting into these calls. Sometimes they will get in later than intended due to several reasons. Intro can cover these problems by ensuring that your sales reps can get into the call a minute before the meeting starts. It also guarantees that the user can view and make notes while being in the middle of the call. With back-to-back meetings being a popular trend among sales teams, Intro makes the whole process much more manageable.
The integration of our tool is pretty straightforward and only requires three simple steps.
Once you’ve accomplished this, you’ll be saving five hours a week on pre-call research. Intro.so is a simple widget that displays all the research data on prospects during your next call. With a single click, you'll receive the prospect’s Linkedin activities, CRM notes, and company news.
Intro.so is here to assist sales teams in improving the way they close their sales. With remote selling becoming the future of the sales industry, it's crucial to have a tool like our own by your side to fulfill this critical role. If you are interested in what you've read, then come check out our tool right now!