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16 avril 2024

Marketing opérationnel : comment animer une équipe commerciale ?

By Aurélien De Joffrey

In

Animer une équipe commerciale efficacement, c’est la mettre en réussite à l’aide d’une organisation dynamique et agile produisant les meilleurs résultats commerciaux possibles. Chaque activité commerciale ayant son équipe, son […]

8 avril 2024

Marketing : comment booster le discours commercial en rendez-vous ?

By Aurélien De Joffrey

In

Boostez le discours commercial en alignant vos équipes sales & marketing ! En 2023, Gartner publie une étude sur l’évolution des processus d’achat en B2B, précisant l’inexorable réduction du temps alloué […]

How to make a convincing sales presentation
November 27, 2023

How to make a convincing sales presentation?

By Aurélien De Joffrey

In , ,

What is a sales presentation? As the name suggests, a sales presentation is a presentation made by a salesperson with the aim of selling his or her product or service. It encompasses the sales pitch, [...]

CSR & sales reps : the new challenge for managers sales reps !
September 28, 2023

CSR & sales reps : the new challenge for managers sales reps !

By Aurélien De Joffrey

In , ,

Le Sales Enablement pour répondre aux enjeux RSE des directions commerciales ! Pourquoi les entreprises mettent-elles en place une politique RSE ? Les entreprises ont progressivement évolué dans leur adoption de […]

April 11, 2023

How to turn your marketing content into content to sell?

By Aurélien De Joffrey

In ,

In France, only 43% of companies consider their Marketing and Sales departments to be aligned (CMIT 2022 study). This figure is slightly higher than in 2021. The relationship [...]

Sales Enablement: what's in it for marketing?
October 18, 2022

Sales Enablement: What's in it for marketing?

By Aurélien De Joffrey

In ,

When we talk about Sales Enablement, we tend to highlight mainly the benefits related to the sales force. What about the marketing side? How does it [...]

Aligning Sales & Marketing
October 4, 2022

Why align sales & marketing in 2023?

By Aurélien De Joffrey

In ,

Réussir son alignement vente & marketing est une étape clé pour ceux qui souhaitent améliorer leurs performances commerciales. Si les bonnes intentions sont là, la réalité du terrain est bien souvent […]

April 21, 2020

How can Marketing help sales reps perform better?

By Frédéric Poulet

In , ,

Yes, Marketing can help sales reps perform better! And all the more so with the tools we'll be presenting below! Aligning Sales and Marketing [...]

April 15, 2020

Content Staging: how to design a successful business presentation application?

By Georges da Silva

In , , , ,

When the question of digitizing your sales reps media arises, the next question is what content you have or would like to publish. This is a subject we [...]

July 6, 2017

How can Sales Enablement reconcile sales reps and marketing?

By François Dumont

In

Sales Enablement is a continuous improvement process, both for sales performance and for the optimization of the company's organization. It has a lasting and profound impact. Its implementation leads to be more efficient and effective.

December 7, 2016

sales reps 10 good reasons to switch to Mobile Sales Enablement

By François Dumont

In , , ,

A company's sales policy, and therefore the ability of its sales reps to convert prospecting appointments, are major factors on which the company's economic growth depends. [...]

April 21, 2016

How to make an effective digital sales book?

By Frédéric Poulet

In , ,

A real sales aid for your sales reps, the sales book is the salesperson's bible. Formerly made up of paper sheets contained in a binder, the sales [...]

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A real sales aid for your sales reps, the sales book is the salesperson's bible. Formerly made up of paper sheets contained in a binder, the sales book is going digital! Salespeople can now present their products in a more fluid way, create and distribute personalized content that's updated in real time, and train themselves continuously... SalesApps explains the uses, advantages and production of an effective digital sales book.

Summary:

  1. What is a digital sales book?
    1. Definition
  2. What is the purpose of a digital sales book?
    1. Content creation and distribution
    2. Real-time content updates
    3. Fluidity of exchanges with customers
  3. Advantages of the digital sales book vs. paper
    1. An inclusive exchange
    2. Immediate responses
    3. Personalized content
    4. An offer that can be modified online
    5. Ongoing interactive training
  4. How to make an effective Digital Sales Book?
    1. The different types of commercial book
      1. Products
      2. Services
      3. Consultants
    2. What to put in your sales book?
      1. The product catalog
      2. Commercial characteristics
      3. Product / service pitches
      4. Presentation of the company
      5. Interactive content
      6. Solution selling
    3. One part dedicated to customers, the other to sales reps
  5. Conclusion: what to remember

What is a digital sales book?

Definition: The sales book is a sales presentation tool. It helps sales reps with their sales pitch.

Today, the digital transformation also involves the sales force, with new tactile uses that often involve a touchscreen tablet.

The latter represents the ideal toolbox for better selling, training, communicating with the marketing department, while storing data and sales materials.

 

What is the purpose of a digital sales book?

 

Content creation and distribution

A sales support and presentation tool, the digital sales book lets you personalize content and distribute it in a fun way to prospects and customers. Your sales team can access all sales and marketing information quickly and easily.

 

Real-time content updates

The digital sales book allows for easier communication between your sales and marketing teams.

Vos commerciaux et votre service marketing utilisent le même outil de communication, et peuvent ainsi collaborer en temps réel. Les présentations préparées par l’équipe marketing sont en ligne immédiatement, et toute modification est communiquée en temps réel. De plus, les présentations restent personnalisables, via de puissants outils d'édition, par le commercial qui le souhaite. Le book de vente digital est donc véritable support de diffusion de l'information et de création de contenus.

 

Fluidity of exchanges with customers

With a touch-sensitive tablet as a presentation aid, the salesperson is no longer facing the customer, but standing next to him. The fluidity of tactile movements considerably enlivens the exchange, and makes it interactive and participative, as the customer can take the tablet in hand if he wishes. The relationship changes considerably!

 

The advantages of the digital VS paper sales book

A crucial element of the meeting with a prospect, the sales pitch is a demonstration that must make an impression, understand and respond to the needs expressed, and the "hidden" needs of your interlocutor. With a touchscreen tablet, no more flyers, brochures, and leaflets of any kind. All your documentation is available in a few clicks, up to date, and allows you to respond to any situation. Leave your cumbersome paper documentation at the office!

An inclusive exchange with your interlocutor

The act of selling includes a part of relational and emotional intelligence. A good salesperson must be able to create this atmosphere. The fluid handling of a touch tablet gives a playful side to your exchange.

Include your buyer in your exchange, by offering to use your tablet. You are no longer presenting, you are involving, and the relationship is at that point already pre-established.

Immediate responses

A touch-sensitive tablet gives you access to live information. Your documents, updated continuously, are at your fingertips! This means you can answer any questions you may have, and use all the media at your disposal to illustrate your points. This allows you to adapt your offer live, according to your customers' needs.

Customizable content

Your sales book gives you access to all available information about your client, allowing you to cover your subject thoroughly, and not be caught off guard during the appointment.

This way, you can customize your presentations according to your clients or prospects, build your own materials from those already established, and structure your sales pitch according to your buyer.

This allows for a more efficient approach, better prepared and tailored to your buyer, and with a higher potential for success.

 

An offer that can be modified online

"Strike while the iron is hot" This is especially true in sales. If you need to get back to the office to modify an offer, before sending it back to a prospect, they may have moved on completely by then.

A faster and more reactive approach will be more efficient! In addition, you can use an integrated tracking tool to know when your customer opens and reads your email. This can allow you to personalize the follow-up process.

Ongoing interactive training

To sell well, you need to be up to date. Whether it's a new product catalog, process or methodology, a digital sales book can include a continuous interactive training system.

Interactive and easy to use, it allows you to learn at your own pace, and to test your knowledge.

 

How to make an effective Digital Sales Book?

 

The different types of commercial book

There are several types of sales books:

What to put in your sales book?

 

One part dedicated to customers, the other to sales reps

Conclusion : What to remember

In order to design an effective sales book :

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