H2H and Technology A Perfect Match?

| categories: Blog, remote sales, sales, tips

We all know that we are now in the Information Age.

The Information Age (also known as the Computer Age, Digital Age, or New Media Age) is a period in human history characterised by the shift from the traditional industry that the industrial revolution brought through industrialisation, to an economy based on information computerisation. The onset of the Information Age is associated with the Digital Revolution.

Source Wikipedia

Job Losses through Technology?

At the start of this new era, traditionalists said that there would be many job losses as a result of the Technological Revolution.

Well, computers/robots and software have overtaken many processes – even a car can drive itself these days. But there is no technology in buying or selling. Of course we can  get all the information we need from the internet. But buying or selling is personal – there is no B2B or B2C; as we have already said in our blog, Inside Sales – today’s reality it’s Human 2 Human.

In Daniel Pink’s book To Sell Is Human: The Surprising Truth About Motivating Others, the author argues that we need to do away with the negative connotation with Sales, because every person in the world is now engaged in sales. It’s not about going door to door selling products, but about moving people, convincing them to go along with your idea, project, or with you personally.

But the most important question is – Do you sell or do they buy?

In my opinion people buy.

So Why Do People Buy?

Tito Philips said it so well in his blog on Naijapreneur.

All of us are only interested in the following two things:

  1. Getting rid of a PROBLEM you have and don’t want, and/or
  2. Creating a RESULT that you want and don’t have.

People Buy for Three Reasons

1. Utility

Products or services sell because your customers want utility. Utility is the satisfaction derived from the consumption of a particular product or service. In other words: utility = satisfaction derived = value.

People don’t pay for products or services, they pay for utility – what the product or service can do for them.

2. Credibility

Customers buy from people they trust. After a customer sees the utility in what you are offering for sale, the next thing they want to see is credibility. Are you for real? Can you really deliver this utility? Are you capable of delivering on your promise?

3. Relevance

I see the value in your offering, I trust your ability to deliver, but is what your selling relevant to my current situation?

Technology – The Accelerator

Software can help your business to accelarate. Business has turned from local to national or even global through this Information Era.Some products are easy to buy online, but others need a face-to-face meeting. The competition is killing and everyone wants to own the market.
After IT remote services most companies build an inside sales force.

The Tip from Ken Krogue on Forbes: Sell remotely.

Start with realising that professional sales are now most often done remotely. This is where you begin. The phone and the web combine to make the traditional face-to-face sales process a thing of the past. The hybrid model of combining remote sales or inside sales with outside sales is even more powerful than either one separately. Inside sales is growing dramatically faster than outside sales.
Early adaptors were B2B who grew its market with inside sales. Nowadays there is more B2C as banking and insurance companies develop remote sales teams.

We’re almost ready to launch the new functionality of Surfly.

Do you want to be the first to know and try it out? In two weeks, we will launch a new version of Surfly, which will really help you to reach out to your clients and customers remotely. Be informed early about the new features. Sign up to our newsletter to get notified when we go live!

Shifting Worlds of Sales

| categories: Blog, remote sales, sales

Last week, I read a great article by Paul Keijzer, Are You Ready For The ’Skillpreneurs’ Revolution?, he spoke about his thoughts on recruiting ‘skillpreneurs’ and mentioned the annual prediction for 2015 by Josh Bersin:

“The number 1 key trend is: Engagement, retention, culture and inclusion have become front burner issues.”

I think that’s not only an important trend for recruitment but for the whole company, small or big. Treat everyone as your customer.

In our earlier blog, Inside Sales – Today’s Reality?, we spoke about the importance of human interaction. People buy from or want to join your company for reasons other than those of 10 years ago.

The End of Solution Selling

This trend has also been described by an article on the HBR – The End Of Solution Sales. From this article:

The hardest thing about selling today is that customers don’t need you the way they used to (…) companies can readily define solutions for themselves.

But the news is not all bad.

Although traditional reps are at a distinct disadvantage in this environment, a select group of high performers are flourishing. These superior reps have abandoned much of the conventional wisdom taught in sales organizations. They instead coach those change agents on how to buy, instead of quizzing them about their company’s purchasing process.

Is Insight Selling Ready for the Challenge?

From Outside or Field Sales to Inside Sales

Sales strategy expert Steve W. Martin wrote about this shift: “Many sales organizations are transitioning from a field sales model to an inside sales model, where inside salespeople work independently and are directly responsible for closing business, working primarily by phone or email.”

Necessarily, your inside sales team needs sophisticated video, chat and share solutions, which are used as substitutes for face-to-face meetings.

In three weeks, we will launch a new version of Surfly, which will really help you to reach out to your clients and customers remotely.

Be early Informed about the new Features.
Sign up to our newsletter to get notified when we go live!

Inside Sales – today’s reality

| categories: Blog, release, remote sales, sales

Some people say that selling has changed – In our opinion, selling hasn’t changed, since companies and people still buy. But, the acquisition process of new information or products has changed in a way that it is more focussed on the human interaction instead of just the producer.

Bryan Kramer released a great book last year: There is no B2B or B2C. Human to Human: H2H.

“We all need to think like the consumers we are, putting ourselves in the mindset of the buyer instead of trying to speak such an intensely sophisticated language full of acronyms and big words, in order to sound smarter.”

Sales is a very important function of any business organisation as it is the only one which generates revenue. But, selling is not easy and it has become even more challenging due to changing business scenarios.

In November 2014, Steve W Martin did some research with over 100 vice presidents of sales at leading high tech companies and business service providers.

Over the past several decades, the structure of sales organisations has remained largely the same. They have been primarily based on outside field salespeople who make face-to-face sales calls with prospective customers and current clients. In turn, the field salespeople have been supported by inside sales representatives, who helped them complete their daily tasks.

However, he found that today, the traditional sales organisation is undergoing a significant change. Many sales organisations are transitioning from a field sales model to an inside sales model, where the inside salespeople work independently and are directly responsible for closing business, working primarily by phone and email.

Such a transition requires the right tools so that inside sales people can become as effective as field sales people.

We strongly believe that with Surfly we provide our clients with the right tools so that an online meeting will be as effective as a face-to-face call.

How do you challenge and enable your salespeople to become more effective?
How do you help your customers to buy?