Politics
How Can B2B Sales Go Digital-First Even After Covid-19? – ReadWrite
Published
3 years agoon
By
Drew Simpson
Covid-19 has taken growing trends and accelerated them at exhilarating speeds. This has made it difficult for businesses to keep up with new consumer needs and best practices. Juggling social distancing and quarantine periods has been difficult enough; now organizations need to figure out how to thrive in a post-Covid world.
One such trend is that of digital and virtual sales. A study conducted by McKinsey and Co. shows that 90% of B2B decision-makers are confident that virtual sales will continue even after Covid-19 has passed. While remote/digital sales became necessary to prevent the spread of the virus, businesses should prepare to make this a part of their full-time strategy entering 2021.
Changing your B2B sales strategy is easier said than done. To help you make the transition effectively, keep the following tips in mind. They’ll help you get started on the right foot.
Embrace New Technology
Transitioning to digital sales will be a challenge if your business isn’t equipped with the right tools. A carpenter will be much more productive with a table saw than a sheet of sandpaper. Your digital arsenal will need a boost if you hope to find success with virtual sales.
Here are the types of tools you’ll need to succeed with digital-first B2B Sales — especially during and after this pandemic.
- Videoconferencing tools enable more fluid and personal interaction with customers.
- Customer relationship software keeps track of customer information and sales leads.
- Data analytics tools let you know which strategies are working and which aren’t.
- Email marketing software automatically sends email messages to generate leads and close sales.
- An online sales navigator organizes the sales you make online over platforms such as LinkedIn.
- Sales presentation tools broaden the capabilities of your videoconferencing calls, increasing their effectiveness.
While even one of these tools will help, the best strategy implements multiple tools. Start with your digital sales goals and pick out the tools that will help you reach them.
Learn How to Build Relationships Digitally
A huge part of sales is the relationship-building process. How can you develop close ties with customers and partners without seeing them in person? Just like with sales pitches, you’ll need to take a different approach to really reach your clients on a deeper level.
Charles Gaudet, CEO of the business coaching and consulting firm Predictable Profits, offers the following three-step guide for building relationships digitally:
1. Social Selling
Your social media sites can be used for more than just marketing. Interacting with clients’ pages by liking, commenting, and sharing their content helps establish a digital relationship with them.
2. Video
As with sales pitches, video is more effective than text or voice alone. Video calls are more personal than emails or even phone calls. While all three should be used to a degree, great success comes from making sure video is a part of your relationship-building strategy.
3. Steady Communication
As important as the platform you use to contact customers is how you communicate with them. Such is true with any partnership or relationship. Prompt follow-ups, honest inquiries, and genuine care expressed through steady communication will go a long way.
These three simple steps will help you start developing relationships with your customers virtually. As you get used to the process, you can adjust it to meet the needs of your customer base and fit it to your team’s strengths.
Learn How to Sell Virtually
Traditional sales tactics aren’t as effective in the virtual world. Some techniques will translate over nicely, but your general sales approach will need some tinkering to align with virtual interactions. These small adjustments are what set a successful digital sales strategy apart from the rest.
For example, in-person sales meetings often involve reading and expressing body language. Body language helps the sales rep gauge buyer interest and figure out what keeps them engaged during a presentation. Your appearance, expression, gestures, and posture also carry more weight in an in-person meeting.
What methods will you use in your digital sales strategy?
Virtual meetings don’t allow for as much physical expression, so you must learn how to generate interest and attract attention using other methods. For example, a study performed by Gong.io shows that deals close 127% more quickly when video is used. Video allows you to connect with customers more effectively and use visual resources that can be of great benefit to a sales pitch.
Be Aware of Pitfalls
Digital sales isn’t a fairy wonderland of endless cash flow and paying customers. There are still pitfalls and obstacles that stand in the way of success. Recognizing and anticipating these pitfalls will prevent you from getting stuck in a sales rut.
“The biggest pitfall of a digital-first sales approach is the ability to get and keep your prospects’ attention,” notes Gaudet. “With every enterprise sales organization using a digital-first strategy, inboxes are flooded with messages. To counter this challenge, companies must use an omnichannel approach to prospecting.”
An omnichannel approach means using a variety of sources to contact and connect with customers. Email, social media, and cold calls are all methods that work better together than separately.
Grab Hold of Digital Assets
Prospects will do their research when shopping online for products, services, or business partners. Due to their careful research, you’ll need to have your digital assets lined up and displayed to attract their attention and lure them to your company.
Your first digital sales weapon is your website.
Your website is often the first exposure a customer will have to your brand. Your website should have educational resources, clear pricing and product/service options, as well as a certification of authority in your respective field.
Your online sales and marketing strategies will bring customers over to your website and social pages, where the content they find will influence them just as much as any sales pitch would. Take the time to review your digital assets to look for ways to strengthen them, display them better, or add to them.
Give digital sales a try — and get good at this type of sales.
Ready to give digital sales a try? Remember that your remote sales team is important and will need training for these unprecedented times. Better now than later, because this trend will sweep you in its direction eventually whether you like it or not.
The sooner you start working on your digital sales strategy, the sooner you can optimize it to shatter your sales goals in 2021.
Image Credit: pexels; pixabay
Brad Anderson
Editor In Chief at ReadWrite
Brad is the editor overseeing contributed content at ReadWrite.com. He previously worked as an editor at PayPal and Crunchbase. You can reach him at brad at readwrite.com.
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Politics
How does ERP Helps to improve Business Operations?
Published
1 hour agoon
09/29/2023By
Drew Simpson
In the contemporary digital landscape, businesses concept intricate provocations that demand efficient and streamlined operations. Enterprise Resource Planning (ERP) systems have emerged as a game-changer, revolutionizing the way organizations manage their processes, data, and resources. By integrating diverse functions into a unified system, ERP plays a pivotal role in improving business operations, driving productivity, and fostering growth.
Nowadays, ERP performs a supreme vocation in evolving to address the changing needs of businesses and keep up with technological advancements leverage cloud computing, mobile technologies, advanced analytics, integration with emerging technologies, collaboration features, and enhanced security to meet the evolving needs of businesses and enable efficient, data-driven operations.
In this blog, we seek into the transformative power of ERP and its ramification on organizations.
Revolutionize Business: Embrace the Power of ERP:
Embracing the power of ERP can revolutionize your business by streamlining operations, enabling data-driven decision-making, enhancing collaboration, improving customer experience, optimizing resource management, ensuring compliance, and providing a competitive advantage. ERP is a transformative tool that empowers organizations to achieve growth, innovation, and success in the modern business landscape.
In the ever-changing and fiercely competitive business landscape of today, embracing the transformative capabilities of Enterprise Resource Planning (ERP) is crucial. By adopting ERP, organizations can unlock a plethora of benefits, attaining real-time insights and revolutionizing their operations.
1. Streamlined Processes for Operational Excellence:
Efficient business processes are the foundation of operational excellence. ERP plays a pivotal role in streamlining processes across departments, eliminating redundancies, and improving overall efficiency. By automating repetitive tasks, standardizing workflows, and centralizing information, ERP simplifies operations and saves valuable time and resources.
- Integration of Functions: ERP integrates various business functions such as finance, sales, manufacturing, and supply chain management. This integration eliminates silos, ensures smooth information flow, and promotes cross-functional collaboration.
- Automation and Efficiency: ERP automates manual and repetitive tasks, reducing errors and saving valuable time. By streamlining workflows, organizations achieve operational efficiency, optimize resource utilization, and minimize costs.
2. Centralized Data Management for Informed Decision-Making:
Organizations often struggle with data scattered across disparate systems and departments. This decentralized approach hampers collaboration, creates data inconsistencies, and inhibits efficient decision-making. Centralized data management is the key to overcoming these challenges. This enables organizations to make informed, proactive, and strategic decisions that drive business success in today’s fast-paced and data-centric environment.
- Unified Data Repository: ERP provides a centralized database that consolidates data from different departments. This centralization eliminates data inconsistencies, enhances data accuracy, and enables real-time access to critical information.
- Reporting and Analytics: ERP’s reporting and analytics capabilities offer valuable insights into business performance. By analysing key performance indicators (KPIs) and trends, organizations gain actionable intelligence for informed decision-making and strategic planning.
3. Collaboration and Communication:
Collaboration and communication form the backbone of successful teamwork and efficient business operations. By breaking down silos and enabling effective information sharing, organizations can enhance productivity, accelerate decision-making, and foster a culture of innovation.
- Improved Collaboration: ERP fosters collaboration by providing a unified platform for employees to share information, collaborate on projects, and streamline workflows. Enhanced collaboration strengthens interdepartmental coordination and teamwork.
- Efficient Communication: With ERP, employees have access to real-time, accurate information, enabling effective communication and prompt decision-making.
4. Customer Relationship Management (CRM) Integration:
Enterprise Resource Planning (ERP) systems, with integrated best Customer Relationship Management (CRM) functionalities, provide organizations with a powerful tool such as Microsoft dynamic 365 to enhance customer engagement, improve satisfaction, and drive business growth. In this blog, we will explore the benefits of CRM integration within ERP and how it helps organizations build and maintain successful customer relationships.
- Personalized Customer Service: ERP with integrated CRM functionalities allows organizations to manage customer interactions, preferences, and purchase history. This data-driven approach enables personalized customer service, enhances customer satisfaction, and strengthens customer relationships.
- Streamlined Sales Processes: ERP simplifies the sales cycle by automating order management, tracking customer interactions, and streamlining sales operations. This results in faster order fulfilment, improved sales efficiency, and increased customer loyalty.
5. Supply Chain Optimization:
An optimized supply chain ensures efficient resource allocation, minimizes costs, reduces lead times, and enhances customer satisfaction. By optimizing supply chain operations, organizations can effectively manage inventory, logistics, and production, leading to improved efficiency and profitability.
- Efficient Inventory Management: ERP streamlines inventory control, demand planning, and procurement processes. Real-time visibility into inventory levels and demand enables organizations to optimize inventory, minimize stockouts, and reduce carrying costs.
- Enhanced Supply Chain Visibility: ERP provides end-to-end visibility into the supply chain, enabling proactive management of logistics, production, and distribution. Organizations can respond quickly to changes, improve lead times, and meet customer demands effectively.
6. Compliance and Risk Management:
Enterprise Resource Planning (ERP) systems play a crucial role in enabling organizations to navigate compliance challenges and mitigate risks effectively. Compliance with regulations, standards, and internal policies is essential for organizations to maintain trust, avoid legal repercussions, and protect their reputation. Effective risk management is equally critical in identifying and mitigating potential threats that could impact an organization’s operations, financial stability, or data security.
- Regulatory Compliance: ERP systems include built-in controls and workflows that ensure compliance with industry regulations and financial reporting standards. This reduces the risk of non-compliance, penalties, and reputational damage.
- Risk Mitigation: ERP aids in risk management by identifying potential risks, enhancing data security, and enabling proactive risk mitigation strategies. Organizations can monitor and manage risks efficiently within a centralized system.
Final Thoughts:
ERP is the catalyst that unlocks success in ever changing and fiercely competitive business arena. It empowers organizations to optimize operations, utilize resources efficiently, deliver exceptional customer experiences, and adapt to the ever-changing market dynamics. By embracing ERP, organizations position themselves as leaders, equipped with the tools and capabilities to thrive in the digital era. z
The transformative power of ERP propels organizations towards operational excellence and ensures they stay ahead of the curve in the relentless pursuit of success. Embracing ERP is not just a strategic move; it is the cornerstone of success in the digital era, setting organizations on a path of continuous growth, resilience, and unparalleled achievements.
So, take the leap and harness the transformative power of ERP. Witness the evolution of your business operations and embark on a journey towards unparalleled success!
Maneesh Singh
I am a captivating writer with a unique perspective and an unwavering passion for storytelling. With a talent for weaving words into rich tapestries of imagination, I brings a fresh and engaging voice to the literary world.
Drawing inspiration from a myriad of experiences, I crafts compelling narratives that resonate deeply with readers. Their ability to capture the essence of emotions and convey them through the written word is a testament to their innate gift for connecting with others.
My writing style is marked by a keen eye for detail, vivid descriptions, and a knack for creating well-rounded characters that readers can’t help but root for. They have an uncanny ability to transport readers to new worlds, immersing them in the sights, sounds, and emotions of each story they tell.
Politics
Indian Cyber Force Targeting Canadian Sites, and Other Cybercrimes
Published
7 hours agoon
09/29/2023By
Drew Simpson
Hackers from India, who call themselves the Indian Cyber Force, have threatened to target Canadian websites in response to claims that the Indian government played a role in killing a Canadian citizen promoting an independent Sikh state. The group shared a message on the X messaging platform, stating that cyberattacks in Canada would start within three days. A Canadian dental clinic’s webpage has already been vandalized with the message, “Hacked by Indian Cyber Force.”
Canadian authorities and cybersecurity experts are on high alert, closely monitoring and strengthening defenses to protect other potential targets from similar attacks. Meanwhile, the Indian government has not yet issued an official statement regarding the threats or their alleged involvement in the death of the Canadian citizen.
Royal Ransomware Gang Goes Unnoticed in Dallas for a Month
In related cyber security news, the Royal ransomware gang, which attacked Dallas, Texas, earlier this year, went unnoticed in the city’s IT infrastructure for nearly a month, stealing personal information of more than 30,000 people. The city has designated US$8.5 million to recover and restore systems affected by the attack. The gang initially accessed the IT system through a service account.
This incident highlights the importance of regularly monitoring and updating security measures within an organization’s IT infrastructure to prevent significant data breaches. Additionally, city officials are urging other municipalities to invest in updating their cyber security protocols to mitigate the risks of future ransomware attacks and protect sensitive data.
Hinds County Grapples with Ongoing Ransomware Attack
Mississippi’s Hinds County is still dealing with a ransomware attack this month, preventing residents from paying property taxes, finalizing real estate transactions, or buying car tags since September 7th. The county’s officials are working diligently with cybersecurity experts to address the issue and restore normal operations as soon as possible. In the meantime, residents are urged to remain patient and vigilant as the authorities explore alternative solutions to facilitate these essential services.
AlphV Ransomware Gang Hacks Vehicle Equipment Manufacturer Clairon
The AlphV ransomware gang has taken responsibility for hacking Clairon, a producer of audio, video, and navigation equipment for vehicles from major manufacturers. It has posted screenshots of stolen documents as evidence. The cybercriminal group claims to have accessed confidential data, including financial records, employee information, and sensitive business documents. Clairon is working in collaboration with cybersecurity experts and law enforcement agencies to mitigate the breach’s impact and prevent further unauthorized data access.
Progress Software’s MOVEit Vulnerability Impacts More Organizations
The number of organizations impacted by the vulnerability in Progress Software’s MOVEit file transfer software continues to increase, now involving the U.S. National Student Clearing House and Financial Institution Service Corporation, four months after the initial exposure. These organizations are joining the growing list of affected parties, highlighting the far-reaching effects of the vulnerability on various sectors in the economy. As more companies discover the impact of this exposure on their systems and data, it emphasizes the criticality of addressing software vulnerabilities in a timely manner to prevent potential large-scale breaches.
Kannact Inc. Addresses Data Breach Impacting Thousands
Kannact Inc., a healthcare support company based in Oregon, is notifying close to 118,000 individuals about a data breach resulting from hacking its file transfer software. The company announced the breach in June but is still working to determine an accurate number of victims. In addition to potentially compromised personal information, the breach may have exposed sensitive medical data of the affected individuals. As a response, Kannact has been proactively implementing further security measures and working closely with law enforcement agencies to investigate the incident and minimize any potential damage.
Nigerian Individual Faces Sentencing for Business Email Scam
Lastly, a Nigerian individual faces sentencing by a U.S. judge in November on conspiracy charges associated with participation in a business email scam. The deceptive email messages tricked victims into transferring money. Furthermore, these fraudulent emails often impersonate high-level executives, leading unsuspecting employees to believe they are transferring funds for legitimate company purposes. To combat this growing issue, companies are implementing stricter security measures and raising awareness among staff members about the risks of business email scams.
Frequently Asked Questions
What is the Indian Cyber Force?
The Indian Cyber Force is a group of hackers from India who have recently issued threats to target Canadian websites in response to claims that the Indian government played a role in killing a Canadian citizen promoting an independent Sikh state.
What are Canadian authorities doing to prevent cyber-attacks from the Indian Cyber Force?
Canadian authorities and cybersecurity experts are on high alert, closely monitoring and strengthening defenses to protect potential targets from similar attacks.
How did the Royal Ransomware Gang infiltrate Dallas’ IT infrastructure?
The gang initially accessed the IT system through a service account and went unnoticed for nearly a month while stealing personal information of more than 30,000 people.
What are Hinds County officials doing to address the ongoing ransomware attack?
The county’s officials are working diligently with cybersecurity experts to address the issue and restore normal operations as soon as possible. They are also exploring alternative solutions to facilitate essential services for residents.
What data did the AlphV ransomware gang allegedly steal from Clairon?
The cybercriminal group claims to have accessed confidential data, including financial records, employee information, and sensitive business documents from Clairon, a producer of audio, video, and navigation equipment for vehicles.
How has Kannact Inc. responded to the data breach impacting thousands?
Kannact has been proactively implementing further security measures and working closely with law enforcement agencies to investigate the incident and minimize any potential damage caused by hacking its file transfer software.
What measures are companies taking to combat business email scams?
To combat business email scams, companies are implementing stricter security measures and raising awareness among staff members about the risks of fraudulent emails that trick victims into transferring money for illegitimate purposes.
Featured Image Credit: Photo by Sora Shimazaki; Pexels; Thank you!
Deanna Ritchie
Managing Editor at ReadWrite
Deanna is the Managing Editor at ReadWrite. Previously she worked as the Editor in Chief for Startup Grind and has over 20+ years of experience in content management and content development.
Politics
A Successful Digital Transformation Starts (and Ends) With People
Published
13 hours agoon
09/29/2023By
Drew Simpson
Since the onset of the pandemic, organizations across the world have drastically accelerated their digital transformation timetables to remain relevant and keep employees engaged amid changing market dynamics. However, many have failed to fully achieve the business outcomes enabled by successful digital transformation.
At a time when competition in every industry is stronger than ever, that’s a major missed opportunity.
The Reason Behind Transformation Failures
In order to reap the full benefits of digital transformation, it is important to align skills, operations, knowledge, and culture to leverage digitalized work habits and new technologies. Research shows that a lack of this alignment, or digital maturity, is one of the most critical factors in determining why so many organizations fail to meet their digital transformation goals.
The good news? Achieving digital maturity is well within reach for organizations that are willing to put in the work.
What Is Digital Maturity?
Digital maturity is the ability to adapt people, experiences, and businesses to new platforms and tools in order to maximize the value that is created through successful digital transformation. As your transformation ramps up, it’s vital to get a realistic temperature of the digital maturity within your organization so you can avoid common pitfalls.
The more mature your organization’s digital culture is, the more likely it is to succeed in full-scale transformation. Attaining digital maturity means your company can adjust to changes quickly, avoid costly technical delays, and see improved operations alongside heightened efficiency.
Putting People First — Always
So what’s the secret to attaining this optimal level of maturity? First and foremost, establishing a digitally mature culture requires a shift in mindset and the implementation of practical strategies. Organizations must prioritize people over technology and create an environment that enables both employees and the business to thrive.
The benefits of establishing a digitally mature culture include enhancing employee satisfaction and engagement, improving retention rates, and reducing attrition. A people-first approach also attracts top talent, particularly among younger generations who expect organizations to have digital maturity.
The Far-Reaching Effects of People-Centricity
By fostering an environment that values employees and leverages technology effectively, organizations become more attractive to prospective employees. And those that don’t prioritize this type of people-first approach? They will lose out on top talent.
Beyond the obvious employee satisfaction metrics, a people-centric culture promotes growth and encourages continuous learning, all while enabling employees to adapt to change more effectively. This agility drives innovation, productivity, and competitiveness in the digital landscape.
Evaluating the Characteristics of a Digitally Mature Culture
Let’s look at the ingredients that bring a successful digital transformation to life. It’s helpful to evaluate these four characteristics to see where your organization’s digital maturity stands:
Innovation: You should take into consideration how easy it is for your current employees to generate and implement creative ideas. It is critically important to foster a culture that truly encourages and rewards innovations. Make sure that you have the platforms and the resources needed for employees to contribute their ideas. And remember to “decriminalize” so-called failures. Great ideas require plenty of trial and error.
Flexibility: You will need to evaluate the flexibility of your organization and how well it adapts to change so you can determine if there is room for adjustments and if you have the ability to request additional time. It’s important to promote an environment that strives for successful digital transformation and an advanced digital culture — one that encourages employees to adapt to new processes and technologies.
Collaboration: Assess if you’ve created an atmosphere that is conducive to collaboration among all team members. Your organization should encourage open communication and knowledge sharing to keep everyone moving in the same direction. This extends to leadership as well; leaders should be transparent about the company’s digital transform strategy and be open to answering questions and considering new ideas from employees.
Continuous learning: Encouraging ongoing education and training in the digital transformation journey is crucial. Evaluate if you have the proper resources and processes in place to do so. You want your employees to regularly engage in various types of learning to ensure they have a clear understanding of the digital culture, processes, and technologies used within your organization. Fostering this type of culture also shows employees that you are invested in their growth, increasing satisfaction and the ability to attract new talent.
How Organizations Can Ensure Successful Digital Transformation
There are several strategies you can implement in order to make your digital transformation successful while prioritizing your people. The most effective strategies include the following:
1. Take a Bottom-Up Approach.
Your employees play an integral part when it comes to implementing a successful digital transformation. For this reason, it is in your best interest to implement a bottom-up approach and allow all employees to play an active role in the process right from the beginning. When everyone is onboard and rowing in the same direction, the destination becomes a lot easier to reach.
2. Recognize Your Current State of Digital Maturity.
It is important for you to assess how digitally mature your organization is. There’s no need to sugarcoat the findings. Be realistic. Determining the current maturity level among your employees can help you hone in on the organization’s acceptance and willingness to make the necessary changes. A great way to do this is to survey your employees: What do they want from your digital transformation? How are they engaging with new processes? Taking the pulse of the organization provides valuable feedback needed to make future adjustments.
3. Overcome Resistance to Change.
One of the biggest challenges to successful digital transformation is gaining buy-in from those who are wary of the transition. However, overcoming this resistance to change is key to ensuring you are able to make the transformation work. One of the best things that you can do to help overcome such resistance is to create a support system for staff and leadership. Create an environment of open communication where you can discuss how digital maturity can be viewed as an opportunity instead of a threat. Emphasize the end goal if necessary; the company’s vision is X, and improving digital maturity is the way to achieve that.
Make no mistake, implementing these strategies does take dedicated time and effort. But doing so can help to ensure your organization is prepared to prioritize and support employee engagement amid constant change. Following the above steps will do wonders for enhancing your digital maturity and, ultimately, make your digital transformation more successful. There’s no better time to act than now.
Herman Kalra
Herman Kalra is Chief People Officer (CPO) at CTG. In his role, Herman assumes executive responsibility for strategic and operational leadership for all areas of the global people organization, including organizational design, talent acquisition, compensation and benefits, learning and career development, employee experience and engagement, culture, diversity, equity, and inclusion. His focus is on building a high-caliber, scalable people organization while continuing to drive a high-performance culture.