Did you know?
Millennials make up the single biggest B2B buyer group, and they want and need digital buying experiences (TrustRadius).
Almost 100% of the B2B selling journey is done digitally and, with businesses being forced to go fully digital in the past year, that is unlikely to change. In fact, the past year has shifted both the B2B buyer and seller’s preference. More than three quarters of buyers and sellers say they now prefer digital self-serve and remote human engagement over face-to-face interactions (McKinsey).
With nearly two decades of B2B IT solutions under our belt, we definitely know a thing or two about building a reputable digital selling experience in today’s climate.
Here are 3 key Microsoft insights for digital selling…
#1 Understand how prospects engage with sellers and sales content
This might be a no brainer but it can’t be emphasized enough—awareness of buyer behavior paves the way for building positive relationships with buyers.
Advanced insights, contextual AI, and seamless tools can all work together to maximize sales productivity and enable smarter selling. Microsoft Dynamics 365 has a wide range of tools to get you started on your digital selling journey.
#2 Gathering data from multiple systems to get a full picture of the prospect and their organization
#3 Delivering personalized content
Selling digitally does not mean losing your personal touch—in fact, buyers today demand highly personalized content and experiences. Personalization is a product of human touch and technology. Circling back to #1, its important to optimize tools that provide insights and data on buyer behavior.
There’s definitely a lot more that goes into digital selling than these 3 areas but making sure you focus on them will build the bare bones for a perfect buying experience. And, of course, if this all new or a big transition for your organization, it is always a great idea to get expert consultants on board.
