The internet has completely transformed the way we access data and information. On top of that, e-commerce has closed the gap between the consumer and the product, making the relationship between an individual and a corporation that much more transparent.
Traditional sales model turning on its head
The way we access information has changed dramatically so it shouldn’t come as a surprise that the art of selling your brand is undergoing some major changes. Consumers today are much savvier when it comes to researching and purchasing products and services well before they’ve even stepped foot inside a shop, which means the role of the salesperson has changed dramatically.
To appropriately deal with this shift in purchasing, the traditional sales model needs to be turned on its head in favour of a contemporary sales model. This model needs to take into account the role of the internet in helping the consumer to research solutions, rank options, set requirements, compare prices and so on. A responsive customer experience then needs to be created that fully empowers the customer to learn, discover and make wise purchasing choices.
Next, it’s essential to take the time to create a clear commercial vision that takes into account your specific market segments, market size and profit margins.
The battle for longevity and durability
Many technology start-ups in the B2B space are already embracing this shift by creating greater transparency and efficiency when it comes to sales order management. Theoretically, luxury brands should be at an advantage here since consumption in the luxury industry is largely driven by yearning, not need. However this isn’t necessarily the case and all too often, even luxury brands find themselves scrambling to chase a sale without considering the overall future direction of the brand.
Every brand undoubtedly wants longevity and durability. So rather than scrambling to chase a sale it’s essential that you adjust your way of thinking to improve your overall way of selling and respond better to the changes that continue to occur around us.
No matter what type of business you operate you should never overlook the kind of growth limitations your particular brand is capable of reaching and sustaining. It’s essential to evaluate the size of the opportunity from the offset and work backwards in order to develop a sales strategy – and hire the right team – that will enable you to achieve your goals.
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