In our fast-changing digital sales world, we are seeing signs of change, similar to Global Climate Change. You could call it, “Global Sales Change.”
Help Your Employees Adapt To Digital Collaboration
80% of B2B sales interactions will occur digitally by 2025. Let’s explore how to adapt your sales organization to thrive in the digital landscape.
Gartner’s Future of Sales 2025 report predicts that as soon as 2025, 80% of B2B sales interactions will occur digitally.
This is a huge shift from in-person sales meetings. It’s clear that these predictions paint a different picture of the future. Sales interactions of the past are unlikely to be the sales environment of the future.
It brings up memories of past sales meetings like elaborate client dinners, rounds of golf, luxury conferences, and handshakes over drinks.
Sad, but true.
Those days of jumping on planes, meeting in airports, and connecting over drinks are not likely to be the norm in the next normal.
As an experienced sales professional, you may not love these predictions.
Yet, it seems that an entirely different approach to sales is here, and there’s more to come. This means a digital transformation, requiring coaching, mentoring, support, tools, and training.
It means that sales leaders are looking at ways to adapt. In adapting, leaders are learning to be agile, and support their teams with collaboration tools, techniques, and workplaces.
What’s the best way to embrace these changes?
Let’s explore a rapid path for adapting so your sales organization can thrive in an increasingly digital landscape.
1. Adapt to Collaboration
A lot of people love to use the word ‘collaboration.’ Yet, it requires a big shift in thinking, speaking, and behaving. With the right tools, you can access a collaboration network of strategic partners.
Think about it. Instead of going solo or staying in a silo of your own organization, you can expand your network. Encourage collaboration. It’s the easiest way to expand your skills. You can work with your most strategic partners to explore account overlaps.
This is a lot like finding gold in your own backyard.
2. Adapt To Building Connections
Many sales organizations know that it’s easier to scale revenue when you are building relationships with trusted partners.
You’re much more likely to see the easiest and fastest paths for growing revenue. You won’t have to hit your head against the wall. You won’t spend months chasing down someone with a big title, but no signing authority. You won’t make endless cold-calls in search of your single big client.
When you build connections, you’re on track with having the most potent resource: trusted partners. These are people who are on your team, even if their business card has a different company name. These are the strategic partners who ‘get’ your business model, solution, and service.
When you are working with trusted partners, you’re looking for account overlaps where you can serve new clients as well as existing ones. You’re looking to build connections, with your partners, prospects, and clients.
3. Adapt To New Opportunity
No doubt you’ve got a voracious appetite for sales opportunity. But you don’t want just any old thing. You want to create and close the most valuable sales opportunities. How can you do this consistently and easily? Warm introductions.
Warm introductions are how you can adapt to your greatest competitive advantage. Working with your strategic partners, it’s possible to give and receive warm introductions. Your partners understand your business, products, services, and solutions. In effect, you are an extension of their sales team. And, they are an extension of your sales organization.
With this kind of leverage, it’s clear that you can exchange introductions rapidly and frequently. You can unlock a flow of ever-increasing introductions to the most valuable prospects.
Are you ready to adapt and embrace the full scope of where this can go?
4. Adapt To Ease
Sometimes, even great ideas need to be grounded in a unified platform. This is what you’re looking for to manage all your partner relationships and communications.
No one wants to look at a pile of spreadsheets or follow a complex thread of emails to sort out opportunities. It’s so much easier and elegant to track all your communications in one place. Plus, it’s a lot more motivating when you can track all your revenue that’s created by warm introductions from your trusted strategic partners.
You may recall a great book entitled, “Don’t Make Me Think” by Steve Krug. This inspirational book is all about web usability. It focuses on design principles to create intuitive navigation and information design. It helps designers and developers create web sites and design interfaces that are easy to use, intuitive, and a pleasure to use.
It’s exactly the phrase that comes to mind in partner relationships. Who wants to think about tracking, prioritizing, and managing deals? You want to have the design of your platform easy and instinctual.
When you have sleek intuitive design, it’s a lot easier to focus on what you need to do.
5. Adapt To Growing
There’s no question that in sales, we all want to grow. We want to grow with our strategic partners. We want to grow in our ability to serve prospects and clients. We want to grow deal flow, deal size, and deal value.
As we’re seeking to grow, one of the smartest ways to achieve this is to grow relationships with your strategic partners. You’ll have a chance to share ideas, insights, and make data-driven decisions.
You’ll also have a chance to prioritize your co-selling partnerships with a simple score. This can often reveal their full strategic value, and open up further opportunities.
Building your skills in digital collaboration is key to thriving in the new normal.
By starting with the right mindset, you can join successful businesses that are shaping the market and realizing significant revenue potential. Partnership Co-Selling is how you can virtually qualify B2B sales opportunity. You can use this to boost sales, expand your network, and grow profitability.
Using a platform like CoSell is the simplest way to get your sales team on board. CoSell is a robust platform that makes it easy and fast to automate and scale collaborative co-selling across sales teams.
If you’d like to explore how partnership co-selling can help you and your team boost sales and win major clients fast - check out our selection of free eBooks.