Hybrid sales (a mix of digital and in-person engagements) are becoming increasingly popular with clients and businesses who are looking to save money, increase sales, and become more efficient. In this article we look at what hybrid sales are, the benefits and challenges of using this approach, popular and incoming hybrid sales 2024 trends, and how you can profit from using a hybrid sales model.
What are Hybrid B2B sales? How is this approach different from other sales techniques?
Hybrid sales models involve a combination of digital and in-person sales techniques and tools, which are used for both existing customers and potential ones.
Blending digital and in-person approaches can be a challenge, but there are some very good reasons why it is worth the effort to get it right:
9 out of 10 consumers want an omnichannel experience with seamless service between communication methods. (CX Today)
77% of consumers say that offering poor self-service support is worse than not offering any at all, since it wastes time. (Vanilla Forums)
54% of customer service leaders said that shifting from reactive to proactive service was a key activity. (Gartner)
The hybrid sales approach differs from traditional sales techniques, in that it seeks to balance digital interactions with in-person engagement, it offers the best of both worlds – and caters to audiences on a much broader platform than digital or in-person options alone could reach, allowing you to master the customer journey and make more sales as a result.
What are the benefits of using a Hybrid Sales approach in 2024?
Business customers expect professionalism, easy interactions, and quick responses – all elements that a hybrid approach can provide. Some of the other main benefits that hybrid sales techniques bring to B2B opportunities include:
Connecting with customers is easier and more convenient – By having a truly omnichannel customer support and contact system in place, your business customers are able to connect with you on their preferred platform (or in person), at a time that suits them – this allows for greater opportunities to connect and convert, and provide greater availability on local, national, and international levels.
Automated processes can increase efficiency – By introducing AI supported business automation, your team are able to spend their time and resources on tasks that require their expertise. When the day-to-day repetitive tasks are being reliably taken care of, you have more time and functionality to get more done. This also provides a higher level of confidence for business customers, who want to be sure that the companies they are working with are up to standard, and capable of being relied upon.
Sales approaches can be refined very quickly – Having the flexibility to adjust and sometimes change direction is enhanced by automated monitoring and alerting and supported by human experience. A hybrid approach to lead generation and demand generation can increase opportunities and allow for more advanced sales strategies.
Digital tools allow for greater personalisation – Each of your business customers has their own wants, needs, budget, and most likely a designated contact. By utilising digital applications, you can make sure that your information is always up-to-date, and you are connecting with your business clients in a way that meets their expectations.
Activities can be made more streamlined and cost effective – Some tasks are better suited for automated processes, and some are more suited for human engagement. By utilising a hybrid approach, supported by a robust data ecosystem, you can ensure that your resources and budget are being used appropriately.
What challenges are involved or related to using Hybrid B2B sales in 2024?
Adopting a new approach for your sales can be difficult, especially if you do not have a digital structure in place to support the tools and technologies you will need to optimise your processes.
Some of the main challenges that businesses face with a hybrid sales strategy include:
Insufficient digital support
Inappropriate data structure
Wrong technology, applications, or programs
Lack of training on processes
Human error
The vast majority of these challenges can be overcome by carefully planning a hybrid sales strategy, aligning the digital ecosystem of the company, and providing the right training tools and time to the staff who need them.
What are the incoming trends and expectations for Hybrid sales 2024?
As technology improves and develops, new sales technologies and trends will shape the landscape in 2024. Some of the main trends that are expected to impact how and what works with hybrid selling for B2B clients encompass:
AI usage for data development and lead generation.
SEO strategies refocused to include voice search and changes in consumer engagement.
Improved chatbots and ease of access to sales representatives.
Conversational marketing as a lead into sales.
Personalised content and streamlined engagement.
How can you adopt a Hybrid B2B sales approach for your business?
Adopting a hybrid B2B sales approach may be beneficial for your business, and change the way in which you handle marketing, sales, customer service, and your sales funnel.
In order to successfully integrate digital and data into your structure, at a minimum you need:
Robust data storage and efficient data pipelines
Monitoring, alerting, and reporting system
Customer Relationship Management (CRM) software
Task management software
Automated lead funnels
Hybrid sales are becoming the new normal, and the potential for businesses to increase their efficiency, lower their costs, and embrace new opportunities is immense.
Boom your sales with the futuristic TEB Apps
Whether you are adopting a hybrid sales strategy for next year, or a completely different strategy, TEB Apps will help you maximise conversions, boost sales and accelerate growth. TEB Apps is a rapidly growing CRM and automation software that has unique futuristic features businesses are leveraging to get ahead in their market. Some of TEB Apps key features include:
Automate your manual processes – Data inputting, lead assigning, quote creation and much more can be automated with TEB Apps, helping you reach your maximum efficiency to win sales.
Simplify your billing process – With TEB Apps specification pricing, you can set your own pricing criteria for stock to make your billing and proposal process fast and efficient.
Centralise your data – Keep all of your data centralised for your team to access and holistically view for great insights into your hot leads, most valuable lead sources and demographic.
Streamline your workflow management – Customisable workflows, real-time action assigning and the ability to leave notes on clients make management, communication and your workflow as easy and productive as possible.
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TEBillion delivered a tailored sales process automation solution for a growing technology company to automate and streamline their complex billing processes.
