Omnichannel Sales Execution

Omnichannel sales execution integrates various channels to provide a seamless customer experience, as explained by experts in the field. Explore the defined approach and its benefits, including improved customer engagement, loyalty, revenue growth, and business integration. Gain insights into managing channel conflict, optimizing sales team incentives, and enhancing customer interactions. Discover the top deal-breakers in salesperson behaviors and the importance of agility and diverse talent in successful sales strategies.

• Omnichannel sales
• Customer engagement
• Sales strategy
• Channel conflict
• Sales behaviors

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Uploaded on Feb 15, 2025 | 0 Views

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Presentation Transcript

1. Omnichannel Sales Execution Omnichannel Sales Execution

2. Panelists - Colin Brown, Senior VP of Sales, Stellar Industrial - Kevin Brown, CEO, LeadSmart Technologies - Bill Dwyre, VP Global Sales and Marketing, Weiler Abrasives

3. Omnichannel Sales Defined An omnichannel approach to sales is effective and value- creating when it delivers a unified voice, brand and messaging across channels. By integrating channels, including face-to- face, remote and online interactions, an omnichannel experience gives customers a seamless buying experience. (Forbes)

4. Omnichannel Benefits Improved customer engagement and experience High customer retention and loyalty Smoother customer journey Revenue growth A more integrated business Better customer insights

5. Insights Insights Many companies have found that managing channel conflict (e-commerce, inside sales, hybrid sales, etc.) requires rethinking sales team incentives, redesigning sales territories, and an overall change management effort. While channel conflict is a challenge, companies that outperform their peers in gaining market share invest more in e-commerce Their success suggests they are getting value and ROI out of wrestling with the channel conflict. (McKinsey) Along with reordering and low-ticket purchases, complex, high-value transactions can and should be available to all customers on digital self- serve and remote channels. 34% of respondents would spend up to $50,000 via remote and self- service options and 39% were willing to spend up to $500,000. This means that many suppliers may need to shift their online product mix and potentially launch new pricing processes to streamline quoting and approvals for large-value purchases. (McKinsey)

6. Insights Insights Salesperson behaviors that impact the decision to buy: The Top 10 Deal-Breakers (KornFerry) Did not understand me or my business Talked too much, did not seem to listen Was not supportive after the sale Not able to explain solution in a way that was relevant to me Slow to respond to my requests Focused narrowly on price versus the value I would get Wasted time by asking questions that could have been researched ahead of time Unable to personally add value to the sales process Took a win-lose approach to negotiating Had limited interactions with others in my organization Successful businesses implement agile ways of working across commercial and growth functions. A crucial factor is attracting or developing the right talent and getting people from different backgrounds to work together. (Harvard Business Review)

7. Sources Sources McKinsey: https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/b2b-sales-omnichannel-everywhere- every-time McKinsey: https://www.mckinsey.com/featured-insights/mckinsey-explainers/what-is-omnichannel-marketing Edelman: https://www.edelman.com/expertise/business-marketing/how-b2b-companies-are-adapting-covid Insider Intelligence: https://www.insiderintelligence.com/content/5-predictions-b2b-marketing-2023 TrustRadius: https://www.trustradius.com/vendor-blog/2022-b2b-buying-disconnect-the-age-of-the-self-serve-buyer

8. Sources Sources McKinsey: https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/how-b2b-sales-have-changed-during-covid-19 Gartner: Gartner Sales Survey Finds 83% of B2B Buyers Prefer Ordering or Paying Through Digital Commerce Moengage: https://www.moengage.com/learn/creating-a-omnichannel-strategy/ 2022 Distribution Strategy Report: https://Pages.DistributionStrategy.com/acton/media/6612/report-the-state-of-distributor-customer-experience- what-customers-want KornFerry: https://www.kornferry.com/content/dam/kornferry-v2/featured-topics/pdf/2021-Buyer-Preferences-Study.pdf

9. Sources Sources Forbes: https://www.forbes.com/sites/forbesbusinesscouncil/2022/02/22/how-to-implement-omnichannel-sales- successfully-four-pitfalls-to-avoid/?sh=514be95a74e9 Harvard Business Review: https://hbr.org/2022/01/how-b2b-businesses-can-get-omnichannel-sales-right

10. Omnichannel Sales Execution Omnichannel Sales Execution Thank You for Attending! Thank You for Attending!