How has sales evolved from traditional sales methods to modern mobile sales solutions?

Posted in Sales techniques and processes.

How has sales changed from traditional methods to mobile solutions?

Sales have changed over time to keep up with new technology and changing customers behaviour. It’s interesting to see how old sales methods have changed to become today’s modern mobile sales solutions.

These changes have made the sales process simpler, more flexible, and made it so that it is both easier and quicker to react to customer needs.

What are traditional sales methods?

Traditional sales methods have been the foundation of business for centuries.

Traditional sales methods include:

  • Face-to-face interaction: Sales were mainly done through personal meetings where reps built trust and a relationship with customers by understanding clients’ needs, this allowed them to offer tailored solutions.
  • Cold calling: This involved calling potential leads to persuade them, requiring persistence and strong persuasion skills, even though it often had low success rates.
  • Direct mail and printed materials: Brochures and flyers were used to share information about products and services. While this was helpful for delivering detailed information, it was, however, limited to specific areas and allowed only one-way communication. Which meant that reach and impact was hugely limited.
  • Trade shows and exhibitions: These provided venues for businesses to showcase their products and network with potential clients, although this required a lot of time and money.

These methods required a lot of time and effort. Sales reps had to rely on their personal charm, persuasion skills, and long-term relationship building. Cold calling, for instance, involved spending many hours on the phone trying to turn leads into customers.

While these methods were effective for many years, they had considerable limitations. Reaching customers was often limited to certain areas, and the manual nature of these processes slowed down response times and made sales cycles longer.

How did modern sales and mobile solutions come about?

Modern sales strategies have developed in response to the rise of the internet and mobile technology. These advancements have led to mobile sales solutions, which allow sales representatives to connect with customers in real-time, no matter where they are.

Mobile sales solutions use smartphones, tablets, and special software to make the sales process easier. These tools let sales reps access customer information, product details, and sales data almost instantly. They can also update records, generate quotes, and close deals while on the move.

This change has sped up the sales process and improved customer engagement. This is why mobile sales tools have caused major changes to b2b sales.

Mobile sales solutions are now a significant part of modern sales, offering tools that enable quick and data-driven interactions

Mobile apps and CRM integration: Sales reps use mobile apps connected with Customer relationship management (CRM) systems. This gives them real-time access to customer data, past interactions, and purchase history, allowing for better and quicker communication.

Instant data access: Mobile solutions let sales reps provide accurate and up-to-date information on the go, building customer trust by answering customer questions quickly and offering immediate solutions. This is made possible by their access to useful data.

Presentations and virtual demonstrations: Mobile devices allow for impactful
presentations and demos, making product features come alive. This not only appeals to the customer’s imagination but also makes the sales interactions more engaging.

Digital communication channels: Platforms like WhatsApp, Zoom, and live chat functionalities allow for ongoing dialogue, quick responses, and real-time video consultations, leading to more interactive and responsive customer interactions.

Mobile sales tools have many features that can support businesses. Modern sales methodologies enabled by mobile solutions focus on agility, immediacy, and data-driven personalisation. They aim to not just make sales but to also solve problems while adding value in every customer interaction.

Traditional sales vs Modern sales – How are they different?

The difference between traditional and modern sales comes down to two simple facts. Traditional methods rely heavily on personal interactions, while modern sales uses technology to simplify the same processes.

In traditional sales, the process was slow and straightforward. Sales reps had to visit clients in person or call them, explain their products, negotiate terms, and then close the sale. Follow-ups were done manually, often leading to missed opportunities because of delayed responses

The key differences between traditional and modern sales can be summed up as follows:

  • Information availability: Whereas traditional sales used fixed scripts and had slow information sharing, making quick decisions difficult. Modern sales benefit from mobile solutions that give immediate access to detailed product and customer information, allowing for faster and better decision-making.
  • Location independence: Traditional sales were limited by geography . Modern mobile sales solutions allow sales reps to work and engage clients from anywhere, increasing their reach and efficiency.
  • Customer engagement: Traditional methods mainly involved one-way communication with little room for customer feedback. Modern approaches use mobile solutions for two-way, interactive engagement, enabling real-time feedback and quick adjustments.
  • Scalability and flexibility: Modern sales tools can handle more sales activities without needing more labour. Automation in mobile solutions allows businesses to scale up their operations more efficiently than what traditional methods could do.

What are the current trends and predictions for the future of sales?

Current trends:

Artificial Intelligence (AI)
AI is now a big part of sales. AI helps by scoring leads, dividing customers into groups, and making personalised suggestions. It can predict trends and analyse customer interactions to find the best strategies, making the sales process more efficient.

Virtual reality (VR) and augmented reality (AR)
These are being used to show products in a more interactive way. Customers can now experience products virtually, which is especially helpful in fields like real estate, car sales, and retail, where showing physical samples can be difficult.

Omnichannel approach
Businesses are using an omnichannel sales approach.This means they provide a consistent experience across different platforms like social media, websites, and physical stores. Mobile sales solutions help keep everything connected and maintain customer engagement.

Data privacy
Data privacy is becoming more important. As concerns about data privacy grow, companies are including strong data security measures in their sales strategies. Mobile sales solutions now often come with features like encryption and compliance with privacy laws to protect customer data.

Remote work
Remote work is more common now, so good collaboration tools are needed. Mobile sales solutions include features like shared digital workspaces, virtual whiteboards, and tools that let sales teams work together from different locations effectively. These tools help teams stay connected and productive.

Predictions for the Future:

In the future, personalisation will reach new levels. Sales solutions will use advanced algorithms and data to offer highly customised experiences for each customer. This could include not just personalised marketing but also individualised product recommendations and tailored sales interactions based on a deep understanding of each customer’s preferences and behaviour.

Voice-activated sales tools:
Voice-activated assistants like Amazon’s Alexa or Google Assistant will become more integrated into the sales process. Sales reps will be able to use voice commands to access customer data, schedule meetings, set reminders, and even generate reports, making the sales process more hands-free and efficient.

Blockchain for transparency and security:
Blockchain technology will find its way into sales for ensuring transparency and security. It will help in building trust with customers by securely storing and sharing transactional data, ensuring data integrity, and making the sales process more transparent.

Predictive and prescriptive analytics:
While current predictive analytics anticipates customer behaviour, prescriptive analytics will recommend specific actions or sales strategies to achieve desired outcomes. This will allow sales teams to not only know what’s likely to happen but also understand the best steps to take.

Human-augmented sales:
Combining digital tools with human insights will become more prevalent. Sales reps will use AI and data analytics to inform their strategies but will mix this with their own relationship-building skills and emotional intelligence to create a hybrid approach for better customer relationships and higher sales conversion rates.

Sustainability-focused sales:
As consumers become more environmentally conscious, there will be a growing demand for sales practices and products that are sustainability-focused. Businesses will need to adapt by offering greener alternatives and showcasing their commitment to environmental responsibility through transparent sales processes and communications.

Remote and virtual reality sales teams:
Beyond just remote work, sales teams might operate in virtual reality environments. This will allow for virtual offices where sales teams can collaborate in real-time within a simulated space, making remote collaboration feel more like in-person meetings.

Sales gamification:
Implementing gamification in sales processes will become more sophisticated. This approach will use game-like elements to motivate and engage sales teams, driving better performance and creating a more dynamic and enjoyable work environment.

Quantum computing:
Although it may sound far-fetched, quantum computing could revolutionise sales by solving complex problems and processing data faster than today’s classical computers. This could lead to unprecedented advancements in data analysis, forecasting, and decision-making processes.

Cultural intelligence and inclusivity in sales:
Sales strategies will increasingly focus on cultural intelligence and inclusivity to effectively reach a diverse and global customer base. This involves understanding cultural differences and preferences and tailoring sales approaches to be more inclusive and resonant with varied audiences.

These trends and predictions show a future where technology continues to shape and improve the sales process, making it more efficient, secure, and customer-centred. Sales reps should keep up with the trends and predictions of the future of sales in order to keep being successful.

Summing up key points on sales methods changes

In summary, sales have evolved from traditional methods like face-to-face meetings and cold calling to modern mobile solutions. These changes have made sales faster, more flexible, and better at meeting customer needs. Mobile tools now provide instant data access, real-time communication, and greater efficiency.

Looking ahead, sales will continue to transform with emerging technologies like advanced AI, voice-activated tools, blockchain, and quantum computing. These innovations promise deeper personalization, greater security, and new ways to connect and collaborate. Sustainability and cultural intelligence will also play important roles in future sales strategies.

Embracing these advancements will help businesses improve their sales processes and better serve their customers, staying competitive in a rapidly changing market.

Onsight’s B2B mobile sales app shows how modern sales methods work by giving you real-time data, instant order processing, and mobile flexibility. Sales reps can use it at tradeshows or on the road to show products and create orders and quotes, even when offline. Want to see it in action? Sign up for a free trial.