Give buyers the digital experience they want – when they want it – and give them human support when they need it. Focus on offering relevant information, a frictionless path to purchase, and a great customer experience at every touchpoint.
In business-to-business sales, e-commerce doesn't replace sales representatives. It enables them. Buyers want self-service capabilities, just as they experience on consumer sites, but they still want the option to interact with a representative as they deem necessary. Heavy equipment commerce involves complex products, multiple decision-makers, and complicated buying scenarios. It’s often hard to discern the ability of a product to support customer success by just looking at a website.
Sales enablement provides the sales organization with the information, content, and tools that help salespeople sell more effectively. Salespeople require the right information and materials at a moment’s notice to close deals in the digital world.
Sales enablement provides the sales organization with the information, content, and tools that help salespeople sell more effectively. Traditionally, the sales staff met with a prospect and shared information. Now, they share information in an email or text, often forwarded to other decision-makers.
- A positive customer experience increases loyalty, improves retention, and maximizes the customer’s lifetime value.
- Digital technology provides sales enablement tools that emulate the small company experience at scale.
- Customers get a highly personalized experience that’s tailored to their needs.
- These experiences naturally yield positive social media and word-of-mouth marketing.
