Would you consider creating a website and not looking at its analytics? How many visits it gets, how long they stay on the page…

Not doing so seems totally counterproductive, especially considering that there are many effective tools for it. However, when it comes to B2B sales, a lot of important data is often not collected.

What is the problem in B2B sales?

For a sales management department, it is essential to properly monitor its sales, in order to eventually increase them and gain new customers. However, this monitoring often becomes ineffective or is not deep enough.

It happens that, without the digital transformation needed for sales, a major problem arises:

A lack of knowledge about what happens during customer visits.

Management finds that there is an information gap between when the salesperson enters and leaves the visit. Salespeople often track which customers are visited, which routes are followed… but very useful information is missing from this.

For more effective sales, it would be advisable to know:

– What exactly is shown to the customer?
– What are the customer's specific interests?

Furthermore, this lack of information results in a team of salespeople who spend too much time on preparation or making reports, instead of devoting it to making effective visits.

Solution: how to achieve better monitoring

The solution to this B2B sales problem would be to ensure monitoring of commercial communication at all levels.

Thus, it would be advisable to know what the salesperson shows in person through the Tablet, as well as, beyond in-person meetings, monitor what the customer is looking for through the extranet.

But now the question is: how?

We must be able to take advantage of what Sales Enablement platforms have to offer us, especially those that incorporate the most innovative digital tools.

The key is that the more valuable information we can collect, the greater our ability will be to make effective sales focused on each customer.

Furthermore, Artificial Intelligence (AI) offers great opportunities for constant monitoring of the customer relationship. Machine Learning allows platforms to have automatic learning about the customer and thus free up time for salespeople and help them do more effective work.

The advantages with Sales Enablement

Thus, we see that there are Sales Enablement strategies and platforms that can help us achieve much more effective monitoring of what happens in a B2B visit.

And what is the advantage of this for selling? We highlight mainly two:
– Service personalisation: data collection makes it possible to adapt content and its presentation to each customer, thus increasing the chances of a successful sale.
– Better detection of opportunities: effective sales monitoring at more levels makes it possible to detect opportunities and generate new ones.