How to revolutionize sales strategies through the Digital Transformation of commercial processes is the topic of this article.

Acesse aqui a versão em português.

In the ever-evolving business landscape, Digital Transformation has emerged as a powerful force that redefines how companies conduct business.

At the heart of this Transformation is the revolution in sales strategies, shaping not just what we sell but also how we sell it.

Firstly, we will focus on the role of Digital Transformation in Sales, and for this, we will use solid references such as Gartner and McKinsey.

Next, we will focus on a case of applying digital Transformation in sales through the personalization of the customer experience.

Finally, we will discuss revolutionizing sales strategies by automating commercial processes and selling at scale.

The Role of Digital Transformation in Sales

One of the best texts on Transformation was recently published by McKinsey.

Its primary focus was to present digital Transformation as a fundamental resource for organizations to improve their processes through the use of technologies at scale.

As it is a long-term transformation process, we can understand Digital Transformation in Sales as a continuous effort to improve commercial processes through technologies.

According to the report developed by Gartner, The Future of Sales, we will notice a profound transformation in:

• Sales strategies
• Business processes
• Resource allocation

Therefore, these transformations will move companies from prioritizing their strategies, processes, and resources on salespeople to those focusing on the customer.

The report also provides two pieces of information that reinforce the need for digital Transformation in sales:

Firstly, 80% of interactions between sellers and their customers will happen digitally.

Second, 60% of B2B companies will move their salespeople’s experience-based processes to data-driven decision-making.

We will share two interesting use cases to better exemplify how to revolutionize sales strategies through digital Transformation.

Initially, we will talk about personalizing the customer experience.

Next on Automation and Hyper Automation of commercial processes.

How to revolutionize sales strategies with Customer Experience Personalization

Again, I will quote a fascinating article from McKinsey with precious insights into the future of customer experience.

This article focuses on what it calls the ability of companies to proactively identify and resolve problems in the customer experience in advance.

As we have already said here on the blog, this proactive ability to identify problems is closely related to using data for decision-making.

For example, the authors cite how an insurance company identified excess calls from its customers to obtain simple information about their accounts.

From data analysis to identify root causes, the team verified that the problem was in sending information carried out by a partner company.

Now, with this information, the company can solve the problem and reduce the immense number of calls they receive daily from their customers.

Therefore, this type of solution involves:

• proactivity,
• teamwork
• data-driven decisions,

Thus, reinforcing the importance of digital Transformation in sales.

How to revolutionize sales strategies with Process Automation

The future of commercial teams is very much related to their ability to adapt to the digital transformations that are taking place.

As we can see below, Gartner suggests convergence between:

• Hyper automation
• Digital Scalability
• Artificial intelligence

As we already focused on in our article, Artificial Intelligence helps you sell more, AI is increasingly present in our daily lives.

For example, Hyper Automation implements tools and technologies to automate and improve various business processes.

Therefore, the level of digital maturity will influence the automation of processes and the consequent improvement of the customer experience during a sale.

For example, Vital Agency used Mailchimp to help Blue Water Mortgage automate its marketing actions and improve customer retention.

Based on a strategy that began with understanding what type of message would interest its customers, Vital defined the delivery of 5 emails with content over two years.

This helped Blue Water prevent many of its customers from going to competitors, solidifying its relationship with them.

Conclusion

Digital Transformation is redefining the game in sales strategies, empowering companies to deliver better experiences.

As organizations embrace this revolution, it is crucial to understand that Digital Transformation in sales is not just a trend but a necessity to thrive in today’s dynamic marketplace.

This way, prepare your team to work better with data, obtain insights from them, and improve your customers’ experience; always count on our content.

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