There are two main approaches to sales enablement: catalog first and CRM first. Both have advantages and disadvantages, and it is critical to understand the differences between them in order to determine which approach is best for your b2b company. Knowing which to prioritize can eliminate pain points that are specific to your sales reps b2b sales experience whether it’s maintaining a massive inventory list or managing multiple customer relationships simultaneously — it’s easy to lose track of details and miscommunications are likely to happen when all done manually.
Catalog First
Catalog first sales enablement focuses on developing a comprehensive and user-friendly catalog of products and services for sales reps to use when interacting with customers. This approach is especially beneficial for businesses that sell a diverse range of products and services on online selling platforms, as it enables sales reps to quickly and easily find the right product or service for each buyer. The catalog is typically organized by product or service category, with detailed product information, pricing, and availability included. Digital Press says that a survey conducted found that 84% of respondents have bought something after seeing it in a catalog, and 72% of respondents stated catalogs increase their interest in that retailer’s products.
CRM First
CRM first sales enablement, on the other hand, emphasizes the use of a CRM (customer relationship management) system as the primary tool for sales reps to use when interacting with customers. This strategy is best suited for businesses with a limited number of products or services and a heavy reliance on customer data to drive sales. According to a research conducted by WPforms, only 17% of people still use spreadsheets to store lead information, while 45% of businesses use a CRM to store lead data. A CRM system enables sales reps to easily access and manage customer data in one central location, such as contact information, purchase history, and communication history. This information can then be used to identify sales opportunities and tailor the sales process to each customer.
Why go with Catalog First?
The MyAtOnce B2B ecommerce platform is built with a catalog-first strategy in mind, making it the best pre and post sales solution for enterprises who sell a wide variety of products and services. Compared to a CRM first sales enablement platform, going with catalog-first enables you with more tools to gain higher conversions by giving buyers more direction on what products to purchase. The catalogs in the MyAtOnce B2B ecommerce platform are structured by product or service category, and includes complete product information, pricing, and availability, allowing buyers to make informed purchasing decisions.
It also offers more tools to equip your team — sales reps may quickly and simply identify the proper product or service for each buyer using its vast and user-friendly catalog, minimizing the need for manual product searches and lowering the chance of miscommunications. This paves the way for reps to lessen their time spent on manual tasks and more time building stronger customer relationships.
Furthermore, the platform’s seamless connection with other tools and systems allows organizations to manage their whole sales process from a single point, resulting in enhanced productivity, stronger client interactions, and increased income. Overall, the MyAtOnce B2B ecommerce platform gives businesses the tools they need to compete and stay ahead of the competition in today’s digital economy.
Equip your brand with a catalog-first sales enablement platform with MyAtOnce!
By : Yuri Sernande
