How to train sellers to win over the modern customer
Digital transformation is the process in which companies use emerging technology to facilitate the way that they do business. There are many benefits to digital transformation for enterprises such as increased efficiency, reducing mistakes caused by human error, and maximizing their sales potential. What isn’t discussed as much, is the impact digital transformation has on the customers.
In a recent Q&A with KBMax Strategic Account Director, Kris Goldhair, he explains just that. In the interview, Goldhair notes that “digital transformation has allowed companies to put tools that were traditionally made for salespeople, or for registered dealers, into the customers’ hands.” Notably, he explains how customers in both B2B and B2C settings can now visualize and interact with products, online, prior to purchasing or even having a sales conversation.
Goldhair also notes a few changes that digital transformation is responsible for, for consumers:
CPQ and visualization solutions paired facilitate better experiences for the customer; they enable the buyer to see, in real-time, how their selections impact price and manufacturing time. This part of digital transformation is an essential one to deliver experiences that customers require. Customization is becoming the expected and not the exception, and manufacturers need digital transformation to serve the needs of their customers.