6 Reasons to Fully Integrate Your Digital B2B Sales Cycle

» 6 min read

Scott Kirkpatrick

By Scott Kirkpatrick

Director, Salesforce

The past few years have ushered in a seismic shift in the way B2B sales are conducted. Buyers are now in control, and according to HubSpot’s “The State of Marketing 2023” report, less than a third of them want to talk with a sales representative about product information. Virtual selling through digital platforms will become more prevalent as face-to-face interaction with customers continues to decrease.

Keeping pace with this changing dynamic requires an effective B2B digital sales cycle. You need a clear understanding of your customers, the ability to anticipate and efficiently address their needs, and the technology to automate processes that can slow down the sales process.

A fully integrated sales cycle, where all aspects of the cycle are connected to sources of record and to all your digital tools, lets you do all of that better and faster. It can lead to increased efficiency, improved customer experience, and, ultimately, higher sales by streamlining processes and utilizing data analytics to tailor your approach.

Your sales team is still crucial to conversions, but automation and data-based analytics make their jobs a whole lot easier. Here's how.

Streamlined Operations

When you have a fully integrated system, updates to information are made automatically, eliminating the need for manual updates. And incorporating artificial intelligence (AI) lets you automate many of the other manual processes involved, such as lead scoring, forecasting, and customer segmentation, freeing up your sales reps to focus on building relationships with customers.

All of this saves time and reduces the risk of errors, resulting in better communication between departments, improved efficiency, increased productivity, and cost savings.

Increased Marketing Reach

A fully integrated digital B2B sales cycle allows you to leverage customer relationship management (CRM) and omnichannel capabilities, enabling you to track customer interactions with your company across multiple channels, including email, social media, and website visits.

AI can analyze this customer data to provide insights into behavior and preferences, giving you the 360-degree view of your customers required for creating personalized marketing campaigns that resonate and increase your marketing reach. Taking it a step further, you can use AI to identify and target high-value prospects, leading to higher conversion rates and revenue growth.

Tailored Sales Cycle

Leveraging customer data also lets you optimize your business strategies to create a sales process that addresses specific pain points and meets specific needs. Your team can then focus on the most critical tasks, rather than trying to sell to customers who are not interested. This approach can lead to higher customer satisfaction and loyalty by making them feel understood and valued.

Accelerated Time-to-Close

Significantly reducing the time it takes to close a sale by automating manual processes, such as updating customer data, and tailoring the sales process to meet customer needs, you can reduce the time it takes to close a sale, enabling you to increase revenue and grow your business.

Inventory Transparency

A fully integrated sales cycle gives your customers real-time visibility into inventory levels and tracking information, improving customer satisfaction and reducing the risk of errors. Your customers can monitor their orders throughout the sales process, and you can automate tasks such as order processing and invoicing, giving your team time to focus on more strategic initiatives.

Accurate Productivity Reports

Automating processes and tracking customer interactions across multiple channels can give you valuable insights into your sales team's productivity. This enables you to identify areas where your team can improve and implement changes that increase sales and revenue.

The Bottom Line

With the help of the right tools and technology, you can leverage the latest in AI and provide your sales team with the capabilities they need to succeed. Schedule a call with our Sales & Marketing Technology team to talk about fully integrating your digital B2B sales cycle and taking your business to the next level.

About TA Digital

TA Digital is the only global boutique agency that delivers the “best of both worlds” to clients seeking to achieve organizational success through digital transformation. Unlike smaller, regional agencies that lack the ability to scale or large organizations that succumb to a quantity-over-quality approach, we offer resource diversity while also providing meticulous attention to the details that enable strategic success.

Over the past 20 years, TA Digital has positioned clients to achieve digital maturity by focusing on data, customer-centricity, and exponential return on investment; by melding exceptional user experience and data-driven methodologies with artificial intelligence and machine learning, we enable digital transformations that intelligently build upon the strategies we set into motion. We are known as a global leader that assists marketing and technology executives in understanding the digital ecosystem while identifying cultural and operational gaps within their business – ultimately ushering organizations toward a more mature model and profitable digital landscape.

Recognized in 2013, 2014, 2015, 2019, 2020 and 2021 Inc. 5000 list as one of the fastest growing companies in the United States, TA Digital is pleased also to share high-level strategic partnerships with world class digital experience platform companies like Adobe, SAP, AcquiacommercetoolsSitecore, and Elastic Path.

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