If you have a well-structured company, you certainly recognize the value of a functioning sales flow.
An essential element to enter most markets is the sales team, known as the sales network, which presents the product/service and engages with customers.
The sales network is strategic for the company as a direct channel to the market; it’s a tool for penetration and listening. Depending on the sectors and the sales structure (e.g., direct sales, single or multi-mandate agents), it can increase the challenge for the company’s management to oversee these relationships successfully.
Thanks to digital transformation and dedicated tools supporting sales processes, sales force management becomes simpler: average times for acquisition and customer contact, order management and processing, and post-sales relationships are reduced.
For these reasons, our clients and companies in our ecosystem are adopting and understanding the value of digital solutions such as cloud software, web apps, and direct sales management tools.
In fact, digitizing sales processes means reducing average times for acquisition, management, and customer relations.
“Time is what we want most, but what we use worst” – William Penn
In general, we define digital transformation in business processes as “a set of predominantly technological, cultural, organizational, and managerial changes associated with the application of digital technology“.
This transformation is profoundly changing how companies manage sales processes.
Sales digital transformation can no longer be postponed, especially in the B2B sectors.
According to a study by the Harvard Business Review in 2017, in the United States (a reference market for Western commerce trends), in 75% of cases, the B2B purchase process begins with online research by the buyer, who reaches 57% of the decision-making process before even meeting a salesperson.
Sales Digital Transformation: Digitalizing Sales Flows
Digital transformation is a process that involves the use of digital technologies to improve the efficiency and effectiveness of business activities. In the sales field, it refers to the optimization of all sales processes.
Supporting Various Activities of the Sales Network with Dedicated Tools
CRM Software: It’s an essential tool for sales professionals; it allows managing customer relationships, tracking sales data, and automating activities such as lead generation and follow-up.
Email Marketing Tools: These tools enable the sales team to send personalized messages to customers and potential customers, guiding them through building trust and respecting every stage of the customer acquisition funnel.
Social Media Management Tools: These have become a key channel for sales professionals to engage potential customers. Social media management tools can help salespeople manage their contacts and monitor their network’s engagement.
Sales Enablement Tools: These tools are designed to help professionals improve their performance by providing the right content and resources at the right time. They can include sales training materials, product information, market analytics, and other resources to help sales professionals close more deals.
Advantages of Digital Technology in Sales Processes
Digital transformation in business processes offers several benefits to companies that decide to adopt it. Here are some of the most perceived benefits:
- Increased Efficiency: Adopting digital technologies allows companies to automate many repetitive and manual tasks, improving efficiency and reducing processing times.
- Cost Reduction: Process automation and the use of digital tools can help companies reduce costs.
- Improved Customer Experience: Digital transformation enables companies to offer customers a better buying experience through personalized services and faster delivery times.
- Access to New Markets: The use of digital tools allows companies to access new markets through online sales or promotion on digital platforms.
- Better Data Management: Digital transformation allows companies to collect, analyze, and use data, including real-time data, more efficiently, helping make better and more informed decisions.
- Innovation: Digital transformation allows companies to experiment with new ideas and innovations, offering new products and services and improving their overall offering.
Complete Digitalization of the Sales Cycle and Dedicated Sales Force Tools
Within our ecosystem, we collaborate daily with companies that have realized the importance of digitalization within the sales processes.
The sought-after benefits vary and depend greatly on the sector and the type of product or service offered. Usually, we start by analyzing tasks and processes that consume a significant amount of time without providing proportional value to the company.
We are talking about product configuration, easy navigation of the catalog, fast price calculation, and rapid quotation or order composition. In fact, we have noticed that by facilitating these processes, the sales force gains valuable time to increase daily interactions and optimize their effort.
One of the first needs that emerged from the companies we have collaborated with is certainly the need to reduce data entry and compilation times, thus simplifying the entire product configuration process and eliminating errors during the request phase.
From our analyses, this need arises for two fundamental reasons. The first identified need is to optimize sales processes outside the company to free up strategic time for investing in new customers or retaining existing ones. The second, on the other hand, is to simplify internal relationships between salespeople and the sales office, which, thanks to the integration of digital technology, can benefit from a common language and automate certain inputs that would take too much time during the day.
Introducing Quotanium: The Integrated Sales Process Management Tool
Quotanium is an innovative platform for digitalizing the sales cycle that offers a wide range of functionalities to automate operations and increase company revenue.
Configure Products and Quotations Autonomously
The conditional logic of Quotanium allows for precise requests and significantly reduces or eliminates configuration errors, increasing the efficiency of the sales cycle. Furthermore, thanks to integration with the management system, the time spent on data compilation and entry is reduced, allowing the sales force more time to focus on new business. Quotanium also provides complete control over the sales strategy through the data analysis interface.
Transform Quotation into Order with a Click
The platform allows customers, resellers, and agents to configure the product in a few steps and create a quotation with total autonomy and ease.
Quotanium can integrate with production models within the management system to retrieve configuration logic and customer prices. In case the management system lacks the necessary logic, the platform can create the logic directly within Quotanium.
The platform offers many functions for all parties, including dashboards and offers, quotation and order creation, brochure area and product technical sheets, customer service, and synchronization with the management system. Quotanium is natively integrated with Panthera ERP, offering a case study from TA Design to explore the potential of complete digitalization of the sales cycle. Furthermore, the platform integrates with Ubilod to easily manage product manuals and documentation.
In summary, the benefits of Quotanum are: increased sales cycle efficiency, reduced management times and transcription errors, complete control over the sales strategy, and integration with the management system and Ubilod.
Contact us, we can arrange a demo and consultation call to delve into your needs and the potential for customization!