That’s how we’ve always done it.
It’s a common mantra in B2B. Companies stick with the status quo because it’s easy and it’s worked – more or less. But as client expectations evolve, the old ways of doing things aren’t yielding the results they once did and companies need to keep up or risk being left behind. This is especially true for sales, as today’s buyers are looking for a vastly different experience than their predecessors.
So how can your company stay ahead of the competition? It all begins with giving your sales team an edge by equipping them with the tools they need to provide the consultative sales approach today’s B2B buyers demand.
What Today’s Buyers Want
The days of conventional sales are numbered due to the surge of Millennials in the workforce. These younger, more tech-savvy buyers are less motivated to meet with a salesperson face to face, and 74% agree that they’d rather buy from a website whenever possible. Because of this, sales needs to create a dialogue rather than deliver static presentations.
Fortunately, a smart sales enablement app makes it easy to transform your traditional sales process into a highly consultative one. With go-anywhere sales tools that work seamlessly across multiple devices and provide fast access to essential data and rich content, your sales team will be ready to answer questions, assess buyers’ needs and provide the context that fills in the gaps in their research, positioning your brand as an invaluable partner in their success. Above all, when it’s no longer necessary for B2B buyers to give you their time, it’s imperative that your sales team is prepared to earn it and equipped with the tools necessary to do so.
Get Ahead of the Curve
As we look ahead to the future, B2B organizations are at a pivotal moment. They can either adapt to changing client demands, or watch as their competitors do. If your business is ready to leap ahead with a forward-thinking sales enablement tool, learn more about how StorySlab can help you prepare for the continuing evolution of B2B sales.