The main phases of a digital sales process

The traditional model and phases of the sales process 'wreck' all marketing efforts. Until now the marketing and sales departments had separate goals and objectives, but in today's digital age all this is unsustainable and inconsistent.

Let's put aside: flyer delivery, cold door sales or phone calls to try to attract new customers. There is a new way to achieve sales! Less intrusive and more efficient.

We are talking about blogging, social sellings, landing pages, web pages prepared for sale, SEO and SEM studies… in short, a whole new sales process.

The 4 phases of the digital sales process

Identify
This phase aims to lay the foundations on which the sales team will support the entire sales process. The target audience for the products/services offered by the company will be identified, defining each person buyer.

The objective is to determine the behaviour, motivations, needs and wishes of the buyer. This phase is carried out through market studies and statistical analysis. The marketing department will be in charge of preparing the report. The goal for this phase of the sales process will be to attract potential customers to the web and convert visits into leads.

Connect
It's about educating and guiding; influencing leads to start the journey through the sales funnel. For each type of lead there must be a different workflow design, with the objective of increasing the possibilities of converting those leads into future clients. This phase seeks to awaken interest in the purchase.

Explore
Following the workflow established for each person buyer, it is time to qualify them (qualitatively and quantitatively) using the information requested in the previous phases (forms, landing pages, surveys, etc).

With this information we will know in which stage the possible clients are and you will be able to determine who is ready to begin the sales phase and who is not yet.

The main objective of this phase of the process is to convert qualified leads into real sales opportunities.

Advise
It is the last phase of the funnel and aims to close the sale, but not in the traditional way. Your company is no longer the one selling, but the customer is the one who buys from you. The job of the sales team will be to support and teach buyers how to be customers. Once you achieve this, you won't have to worry about sales, just maintaining a good relationship with your customers based on transparency and loyalty.

What are the advantages of digitizing the sales department?

The new digital sales process provides tools with which to establish a common terminology among company executives, account executives, managers, marketing specialists and sales professionals.

The tools used for digitization allow you to see the progress of each year, month and even week and day if necessary, to achieve the goals and objectives you had set yourself, such as the sales quota.

Digitizing the phases of the sales process means knowing at every moment the situation of the company's assets, analyzing the results and being able to carry out comparisons.

On a day-to-day basis, a digital sales process tells us whether we are behind or ahead of our objectives. And if we are behind, it allows us to see what is wrong in order to be able to apply some personalized strategies in the affected stage.

One of the biggest advantages of this new sales methodology is that you can see the detail of each phase of the sales process of each of the sales agents. You can see which salespeople have the best performance in each of the stages, to apply that information with the other salespeople in the team.

What are the advantages of digitizing the sales department?

The new digital sales process allows you to have tools that allow you to see the progress of each year, month and even week and day if necessary, to achieve the goals and objectives you had set, such as the sales quota.

Digitizing the phases of the sales process means knowing at every moment the situation of the company's assets, analyzing the results and being able to carry out comparisons.

One of the greatest advantages of this new sales methodology is that you can see in detail each of the phases of the sales process of each of the sales agents. You can see which salespeople have the best performance in each of the stages, to apply that information with the other salespeople in the team.

Conclusions

The 4 phases of the sales process can be summarized in three stages:

  1. Knowledge
  2. Consideration
  3. Final decision
    As mentioned above, in order to define the phases of a digitised sales process, you need to define a common terminology that everyone involved in the company can interpret.

Digitizing the commercial department will allow you:

Save time and costs
- Be more effective with your first contacts with the client
- Improve efficiency at each stage by measuring results
- Help the company to increase its sales


It is a good idea to start designing the phases of the sales process as soon as possible and to have a pre-established working model, as without it your sales team will continue to navigate the turbulent waters of the old sales process.

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