‘Meeting the buyer where they are’ has long been a tenet of top sales professionals. In the past, this has meant adjusting to things like how educated the buyer is about the product or service, what the buyer’s needs are, and where the prospect is in their buying journey. But, because of the COVID-19 pandemic and its continuing effects, there’s now an increased focus on adjusting to where people are physically comfortable meeting.

Prospects may want to meet virtually, or they may be comfortable meeting in-person. They may want to meet formally, or they may want to meet casually at a coffee shop. For field sales reps, this may require even more flexibility than they’re used to, but it’s essential, as sales reps that don’t adjust to how a buyer wants to spend time with them do more harm than good in terms of progressing the sale.

Luckily, we’re also living at a time when sales enablement technology has improved to the point where it’s more than ready to support both the traditional flexibility and this new type of flexibility that sales reps need to have for engaging in consultative, productive sales conversations.

Modern Tech Helps Sales Reps Learn and Respond Quickly to Customer Differences

Modern B2B buyers tend to do a lot of research before contacting a sales representative. In fact, most are 57% of the way through the process (Accenture, 2018). However, the research process of one buyer can look very different from the next. This means B2B prospects can be at significantly different stages of the typical buyer’s journey when a sales rep begins having conversations with them. 

It makes choosing the right collateral for the moment one of the more challenging aspects of B2B field sales. There’s nothing worse than a prospect sitting in awkward silence while you fumble around looking for something to put in front of them.

The good news is that sales enablement technology has come a long way in the past decade, and it can help sales reps meet buyers at different stages of the customer journey with ease.

StorySlab uses AI with machine learning to suggest relevant content during sales conversations – and the suggestions get better over time as sales reps have more conversations. The intelligent content suggestions improve upselling and cross-selling, helping sales reps reach and exceed their goals.

Modern Sales Tech Supports Online and Offline Conversations

Field sales reps know all too well the pain of finally gaining a meeting with a terrific prospect only to have their presentation flop thanks to spotty Wi-Fi. It’s the worst. Of course, handing an interested prospect an outdated piece of collateral isn’t a great look either. 

The point is, there’s a lot that can get in the way of closing a sale if you’re not supported with the right technology. In the uncertain world we’re faced with today, it’s more important than ever to have systems that help sales reps stay well-prepared for virtual or casual meetings, as well as formal, in-person meetings.

StorySlab provides a centralized hub where sales reps can access the most up-to-date sales content and tools, such as ROI calculators. With everything accessible across desktops, laptops, tablets, and mobile phones using iOS, Android, or Windows 10, content is ready to be shared however potential clients are comfortable receiving it.

Flexible Sales Reps with Flexible Tech Meet Prospects Where They Are

While we often talk about the typical buyer’s journey, the reality is that no two customers are the same. The sales opportunities are different. The prospects will have done various levels of research, have different needs, and be willing to meet with sales reps in various ways. 

It may seem difficult to plan for, but with flexible processes and flexible sales technology, meeting prospects where they are can be achieved. To learn more about how StorySlab can support flexibility in your sales process, you can book a demo with one of our representatives today.