From the Summit: At SalesSherpaGPS.com we know the power of the internet, and the effect it can have on your sales acceleration! With so many customers beginning their purchase experience online, we questioned the effects that the internet has had on lead generation, sales development, and marketing efficiency. So in this post, we’ll explore the question of “Has the Internet Ruined Your Sales Acceleration?”… Enjoy!
Don’t Worry… The Internet is a Fad!
Online commerce has been hijacked by the powerful brands including Amazons, Dollar shave Clubs and more because they are everywhere. From a customer perspective, internet sales are very easy to make, and with a single click, simple items are purchased making industry growth potential a tremendous one. At SalesSherpaGPS.com, we’ve seen where the internet has modified ways in which products are marketed, sold, and ultimately purchased. The internet is not a fad, and the methodology it implores requires sales leadership to rethink their processes and people that support such initiatives.
The Wide World Web of Sales Acceleration for B2B Lead Generation
80% of the world is on the internet, talking to friends, moving and shaking the world from the corners of their offices, and conducting business. Slowly when the internet-revolution began, we noticed at SalesSherpaGPS.com that customers started to let go of offline retails (i.e., traditional brick-and-mortar stores). The convenience that is provided by online stores is the major reason why internet sales are increasing exponentially. Between 2014 and 2017, Amazon has seen sales acceleration of 63% industry growth (and that is something to look out for!) Amazon and other retail outlets are challenging the sales leadership theories.
The Internet… It’s for Sales Winners!
Are you one of the victims of an internet sales bully? Has internet affected your sales acceleration? The key to answering these sales leadership questions is to understand exactly what your customer needs from a website and online store. It used to be that a website was there to prepare a visitor to shop in-store. However, today it is now part of the shopping experience including the research, selection and purchase. The revolution of online retail has been affected by several factors, and we at SalesSherpaGPS.com will take you through what we’ve learned in 3 Internet Sales Tips as follows:
Internet Sales Tip #3 – Don’t forget to be EVERYWHERE
The mistake managers or owners of companies make is that they fail to understand that being on the internet puts your online retail shop in the pocket and bag pack of each and every one of your potential customer. Physical stores should no longer compete with online sales. If need be, they should complement each other. For example, there is a clear difference between having the feel of a product in your hands and buying virtual goods. The offline retail shop cannot be scraped and chased into the loom; instead, they should work with online stores to enhance delivery and ensure storekeeping. The experience of a customer should be consistent and complementary; your online and offline retail shop should have the same brand look/feel to ensure coherence and aptness. You don’t want to confuse your customers, do you?
Internet Sales Tip #2 – What Technology Keeps Doing
Because there is a ton of blogs and websites displaying products with details, your offline store’s staffs should be educated to match the vast knowledge of your customers. Your salespeople should be prepared to guide potential customers to racks where specific online products are stacked, talk to them about which is better and which fits their purchase decision criteria. 90% of the customers walking into an offline store have done their research, and there are 1.6 times the likelihood of using digital channels to enquire about their products.
Internet Sales Tip #1 – Social Media Matters
Like earlier stated, at SalesSherpaGPS.com we see the internet used by people to catch up, hang out, talk and much, much more. Social media is now so much more. It gives every company the outlet to keep an eye on their internet sales, optimize sales and also ensure proper interactions between customers and brands. Twitter, Facebook, Google plus and more are examples of where you can keep the conversations going. Social media also has a dramatic effect on the affinity for your brand. Studies show that 81% of purchase decisions of consumers are driven by friend’s social media posts. Social media bridges the gap between your physical and digital presence.
In this post we’ve explored the topic “has internet sales ruined your sales acceleration” and provided 3 tips for lead generation. It’s important to note that while the internet is a difficult marketing/sales channel to get an organization’s hands around, it is a necessary business component for sales leadership to explore/implement/succeed with!
PS – If you’re sales / business development efforts are not reaching goal we’d like to hear from you, so drop us a line after watching our 1-minute demo on how we help organizations like yours achieve Sales Summit!