As the world mobilized to face challenges posed by COVID-19, companies were forced to pivot and rapidly adapt their business models to stay afloat. New social restrictions meant businesses had to rethink everything, from day-to-day operations to entire selling strategies.
As these changes took shape, salespeople were set up hastily with digital communication services such as Zoom and Webex. Early adopters of such solutions gained a major competitive advantage and were able to create a temporary sales channel over the ensuing months. Almost one year later, companies now realize the opportunity to move towards longer-term solutions to not only facilitate operations but significantly enhance customer experience in this new landscape.
According to Gartner’s latest report Virtual Selling Emerges as a Priority for CRM Sales Technology Programs, this can be accomplished with an emerging technology called Digital Sales Rooms. Beyond standard video conferencing solutions, Digital Sales Rooms offer features like virtual meetings, dynamic content creation, microsites and engagement analytics. This new category of Virtual Selling Tools has paved the way for businesses to thrive in an online environment.
Here is an overview of key features and insights on how Virtual Selling goes beyond standard video communication services.
1
Hosting Virtual Meetings in Digital Sales Rooms
In order to have a successful selling approach, accessibility and simplicity are key!
Mainstream solutions often require from your customers the use of third-party plugins or software installation, which is both time consuming and complicated on the client’s end. However, solutions such as Beehivr provide your invitees with easy access from any browser on any device, providing an exceptionally smooth and accessible customer experience.
Integrations: Native softwares enable you to capture client information directly into your CRM or database. This ensures that they are always up to date and saves sales representatives the time and trouble of manually entering the data.
2
Managing Content and Remotely Giving Interactive Presentations
An effective virtual selling tool will host and centralize all your marketing and sales collateral. This allows the salespeople to easily access and share important documents during a meeting. Certain softwares such as Beehivr provide product or service catalogs with custom tags, which make for faster browsing based on specific search queries. Finally, interactive presentations feature clickable navigation tools, which bring an engaging and conversational approach to traditional sales meetings.
Integrations: Some platforms support the integration of a data source, which will automatically manage your content library or catalog, reducing the need for manual input.
3
Sharing Automated Meeting Summaries
Automated Meeting Summaries are a highly valuable feature of sales enablement, and is at the core of Beehivr’s sales platform. They allow for easy sharing of content; at the conclusion of each meeting, attendees are emailed a link to a branded microsite containing highlights and key notes taken in-meeting. The automated program notifies the sales representatives when an attendee accesses the meeting summary and more importantly, which document has been viewed. In many cases, this presents an insight on customer engagement and provides an opportune window for an informed follow up.
In Gartner’s report, Beehivr ranked among the top virtual selling tool vendors. We believe that what sets us apart is our ability to provide a fully comprehensive customer experience while empowering salespeople, even during turbulent times. Our customizable solution provides video conferencing, content management with a centralized library and catalog and auto-generated meeting summaries. Seamless integration with CRMs and custom data sources creates a fully optimized solution to carry your business to the next level.
To learn more about the new virtual selling trends, visit: