Essential Tools for Digital Transformation in Sales are increasingly enabling companies to be successful in increasingly competitive markets.

Acesse aqui a versão em português deste artigo.

As we saw here on the Blog, we live in a time of many changes in how we sell, and Digital Transformation is becoming a fundamental ally.

Therefore, this article will share some essential processes and tools for Digital Transformation in Sales.

Initially, we will discuss the importance of a well-defined process and the use of appropriate technology for customer relationship management.

Next, we will discuss the importance of Digital Analytics and Business Intelligence, topics always involved in our articles.

Finally, we will understand how collaboration tools increase team productivity and how to help you sell more and more.

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Essential Tools for Digital Transformation in Sales – CRM

Initially, we need to understand that CRM (Customer Relationship Management) is a tool developed to help manage the entire relationship with your customers.

Firstly, you need to understand that no matter the size of your company, having a management tool that will help you sell more.

As per Salesforce, a CRM stores current and potential customer information and can help you store the information below.

• Name
• Address
• Phone number
• Your activities and points of contact with the company
• Visit websites
• Phone calls
• Emails
• Open and resolved support cases

For example, a fascinating article from HBR called “CRM Done Right” provides considerable insights into the benefits of using a CRM.
As seen in the image below from this article, a well-developed customer relationship management process can help you in numerous stages of the sales cycle.

Thus, it is possible to notice this process’s various benefits, and a suitable tool can bring to your pre-sales activities, customer experience journey, retention, and closing deals.

Furthermore, there are many reference cases strengthening the benefits that a CRM can bring you, including:

• Increased sales
• Greater customer retention
• Better lead qualification
• CRM implementation by Brother’s International

For example, a fascinating reference case on using CRM is from Brother International, a Japanese company that develops copying and printing products.

Therefore, upon noticing an excess of product returns due to customer dissatisfaction with their calls, Brother implemented a CRM to help its call center team deliver the correct information to its customers.

They quickly noticed a significant improvement in their processes, reducing their team’s individual service time by 43 seconds.

In addition to addressing customer dissatisfaction, this new process also increased productivity and reduced costs.

Essential Tools for Transformation: Digital Analytics and Business Intelligence

Let’s reinforce that you can hardly disconnect Digital Transformation, Data and analytics, and Business Intelligence (BI).

For example, here on the Blog, we have some interesting articles with the definition and greater detail of the benefits of BI for commercial teams.

According to Gartner’s IT Glossary, we can quickly define Business Intelligence as:

Business Intelligence is a set of terms that includes applications, infrastructure, tools, and best practices.

Thus, they can enable access and analysis of information to improve team performance and facilitate decision-making.

Similarly, an interesting point of view is that presented by Forbes:

BI encompasses the analysis of raw data to enable decision-making and find practical conclusions and can be applied to sales rates, purchasing habits, and operational costs.

The most famous BI tools we know are Power BI and Tableau, but today, it is possible to find several other means available.

Power Digital Transformation in Sales with Online Collaboration Tools

Whenever the term collaboration is mentioned, I am reminded of the difficult period we lived in between 2020 and 2022 during the Covid-19 pandemic.

Initially, sales seemed to decline sharply, as they were no longer in contact with the customer.

Therefore, this feeling has lasted since collaborative tools such as Zoom, Teams, and Slack were widely used to break down the barriers imposed by the necessary social distancing.

Thus, in a short time, we were collaborating and closing deals excitingly, strengthening the idea that online collaboration tools are fundamental to the digital transformation process in sales.

As we saw in our article How to Revolutionize Sales Strategies: Digital Transformation:

80% of interactions between sellers and their customers took place via digital means
60% of B2B companies will move their processes based on the experience of their suppliers to data-driven decision-making.

Therefore, commercial teams must learn to collaborate with each other, especially with their customers digitally, to address such significant changes in how we close deals.

How Roku increased its productivity and 10x its revenue with better collaboration

According to Slack’s customer stories page, Roku has applied the tool as a sales collaboration and productivity platform.

Using Slack and the Slack Sales Elevate plugin for Roku, I was able to:

• Increase productivity through greater collaboration with partners
• Close faster sales cycles
• Tackle tasks faster with intelligent notification systems

Since these collaborative processes began, commercial revenue has risen from around $200 million to more than $2.7 billion.

Conclusion

As we saw in this article, essential tools for Digital Transformation such as CRM, BI, and collaborative tools are necessary for companies of any size.

A CRM will help you improve your customer relationship, while BI tools will help you obtain insights in a more agile and assertive way.

Likewise, collaboration tools can increase team productivity and help you sell much more.

Therefore, be sure to look for ways to implement these technologies, and always count on the tips that we at Venda mais com dados bring weekly.

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