SALES DIGITAL TRANSFORMATIONWHAT IS A TOOL? EXPLANATION OF FUNCTIONS, HOW TO CHOOSE, AND RECOMMENDED TOOLS.

SALES DIGITAL TRANSFORMATIONWHAT IS THE TOOL?

Sales digital transformationis the use of information technology in sales activities to optimize customer buying behavior and contact points. Sales digital transformationtools can help increase sales and employee productivity. To achieve sales digital transformation, each scene requires its own highly specialized tool. There is no one-size-fits-all sales digital transformationtool. It is important to select the necessary sales digital transformationtools according to your company's challenges.
Related Articles>> What is sales digital transformation? Thorough explanation of the difference from digitalization, necessity, and implementation process

SALES DIGITAL TRANSFORMATIONTOOL TYPE

Sales digital transformationtools vary from CRM/SFA to online sales tools. Here are some of the types of sales digital transformationtools. ‍

CRM (CUSTOMER RELATIONSHIP MANAGEMENT)

CRM is an abbreviation of Customer Relationship Management, which means "customer relationship management" or "customer relationship management. It refers to a system for building and maintaining good relationships with customers over the long term. It is a management tool centered on the customer that centrally manages customers on a database, and leads to results such as the development of potential customers and repeat purchases from existing customers, thereby expanding the company's business performance.

SFA (SALES SUPPORT SYSTEM)

SFA is an abbreviation for Sales Force Automation, which means "sales automation" or "a tool to support sales activities. It is also sometimes referred to as a sales support system. It is a management tool to centrally manage your company's sales activities and facilitate sales actions and activities, such as daily negotiations, sales forecasts, and reviewing the allocation of time spent on sales.
The difference between CRM and SFA is explained in detail in the following article.
Related article>> What is the difference between CRM and SFA? Explanation of which one to choose based on the differences in functions and roles

sales engagement

SALES ENGAGEMENT REFERS TO A SYSTEM THAT MAXIMIZES THE INHERENT VALUE OF CRM (CUSTOMER RELATIONSHIP MANAGEMENT SYSTEM) AND SFA (SALES FORCE AUTOMATION SYSTEM) AND CREATES DEEP RELATIONSHIP BUILDING WITH CUSTOMERS. BUILDING DEEP RELATIONSHIPS WITH CUSTOMERS HAS BEEN EMPHASIZED IN THE TRADITIONAL SALES STYLE, BUT BY INTRODUCING SALES ENGAGEMENT SERVICES, CUSTOMER INFORMATION CAN BE AUTOMATICALLY AGGREGATED, EXTRACTED, AND PROCESSED TO DERIVE INSIGHTS THAT DIRECTLY LEAD TO SALES AND PROFITS, WITHOUT RELYING ON AN INDIVIDUALIZED SALES STYLE.

According to a study by Fact.MR, a market entry research firm for small businesses, the market is expected to grow to US$29.6 billion in the US and US$1.8 billion in Japan over the 10 years from 2022 to 2032. MR, a market entry research firm for small companies.
Related article>> What is Sales Engagement? A Thorough Explanation of the Background and Characteristics of Sales Engagement

MA (MARKETING AUTOMATION)

MA stands for Marketing Automation, a tool for automating marketing activities. MA accurately reads customer needs based on customer behavior to develop potential customers and conduct marketing activities. It is possible to read customer needs based on the experience of sales representatives, but this is not accurate and time-consuming. Therefore, MA tools that automatically analyze customer needs based on data from customer behavior play an active role. ‍

Project Management Tools

A project management tool is a tool that helps individuals and teams perform their tasks and is designed specifically for project and task management. Specifically, they can streamline project progress, schedule management, and case management. It is easy to visualize who is working on what task and the progress status, making it easier to keep track of the entire project.

chat tool

A chat tool is a tool that allows you to communicate with customers and internal members of your company via chat. Unlike e-mail, chat tools allow for real-time communication, which improves the customer experience. It also allows you to exchange information with internal members of your company, which will facilitate business communication. ‍

Online Sales Tools

Online sales tools are tools that allow you to conduct business meetings with customers online. In recent years, web conferencing is becoming more mainstream for business meetings than face-to-face meetings, and online sales tools are being used for this purpose. Since communication with remote locations is possible, travel costs and time can be reduced.

RECOMMENDED SALES DIGITAL TRANSFORMATIONTOOLS

WHEN CONSIDERING SALES DIGITAL TRANSFORMATIONTOOLS, MANY PEOPLE WONDER WHICH TOOL TO CHOOSE. HERE ARE SOME RECOMMENDED SALES DIGITAL TRANSFORMATIONTOOLS.

Sales Engagement Services

For sales engagement services that maximize the value of CRM and SFA, we recommend UPWARD, a mobile CRM. UPWARD allows you to accumulate and utilize customer data such as customer information, meeting history, and sales activity reports with a single smartphone. 

The data entered daily is visualized on a map, allowing users to intuitively know which customers to visit next. Anyone can make strategic visits to the places they really "need to go," not just the usual "easy-to-get-to" destinations. The usage fee differs depending on whether CRM has not been implemented or has been implemented. For example, the most affordable Essential Plan for those without CRM is ￥3,800 per user per month.
For more detailed information, please download the service brochure at the following URL.
To download the brochure here

CRM TOOLS

CRM CAN BE USED TO IMPROVE THE EFFICIENCY OF CUSTOMER MANAGEMENT, ANALYSIS, AND CASE, NEGOTIATION, AND ACTION MANAGEMENT. IT CAN ALSO BE USED TO ACCURATELY IMPLEMENT MANAGEMENT AND PATTERN BEST PRACTICES. BELOW IS A LIST OF RECOMMENDED CRMS.

HubSpot CRM (HubSpot Japan K.K.)

HubSpot CRM is a free CRM tool used by over 184,000 companies worldwide. It offers a full range of features, including customer management, performance reporting, email tracking, transaction tracking, and company insights. HubSpot CRM itself is free, which is useful for small businesses that want to keep costs down or just want to try it out for the time being.

Zoho CRM (Zoho Japan Co., Ltd.)

Zoho CRM is an affordable CRM tool. It is suitable for sole proprietors and small and medium-sized businesses that want to start small and keep costs low, as it requires no initial costs and is easy to start using, simple to use, and highly scalable. The support system is also well-developed, including assistance at the time of introduction, skill training, and trouble-shooting by professional staff.

SFA TOOLS

SFA is used to streamline sales activities by automatically processing routine tasks, simplifying the sharing of information within the company, etc. Below is a list of recommended SFAs. ‍

Mazrica Sales (Mazrica Corporation)

Mazrica Sales" is a sales support tool provided by Mazrica Corporation. It allows centralized management of all information necessary for sales activities, including customers, projects, and actions. It also features an automatic transcription function that reduces the burden of entering customer information, and a case board function that facilitates remote work by allowing users to intuitively grasp the progress of each person in charge.

e-Sales Manager Remix CLOUD (Softbrain Co., Ltd.)

e-Sales Manager Remix CLOUD is a sales support tool provided by Softbrain Co. You can check the number of business meetings, size, and number of contracts concluded in real time on the dashboard. In addition, it is equipped with many intuitive and convenient functions such as customer information management, case management, daily report management, and schedule management.

JUST.SFA (JUST SYSTEM INC.)

SFA" IS A SALES SUPPORT CLOUD SERVICE PROVIDED BY JUSTSYSTEMS INC. SFA" IS A SALES SUPPORT CLOUD SERVICE PROVIDED BY JUSTSYSTEM CORPORATION. PRICING IS UNDISCLOSED, SO IF YOU ARE CONCERNED ABOUT THE COST, PLEASE CONTACT US.

MA TOOLS

MA HELPS TO ACCURATELY READ CUSTOMER NEEDS BASED ON CUSTOMER BEHAVIOR. BELOW ARE SOME MA RECOMMENDATIONS.

Cybozu Mailwise (Cybozu, Inc.)

Cybozu Mailwise is an e-mail management tool that allows multiple staff members to centrally manage e-mails sent to a common e-mail address. By sharing and managing e-mails among multiple people, you can quickly respond to important e-mails received and reduce the risk of missing important sales opportunities. In addition to preventing the omission of correspondence, the tool is packed with features that prevent double correspondence and simplify the work of responding to e-mails.

Adobe Marketo Engage (Adobe Corporation)

Adobe Marketo Engage" is a tool provided by Adobe Corporation and is known as one of the largest MA platforms in the world. It allows you to quickly build and deploy campaigns, nurture prospects across channels, and create personalized content such as emails and landing pages. A wide range of behavioral data can be accumulated and leveraged to build an optimal customer experience through appropriate and timely approaches. Through sending high quality prospects to customers, we can strengthen the linkage between sales and marketing.

SALES DIGITAL TRANSFORMATIONBENEFITS OF IMPLEMENTING THE TOOL

THERE ARE THREE MAIN ADVANTAGES TO IMPLEMENTING THE SALES DIGITAL TRANSFORMATIONTOOL.

Increased productivity

SALES DIGITAL TRANSFORMATIONTOOLS CAN IMPROVE PRODUCTIVITY. DIGITIZING, MANAGING, AND ANALYZING PAST SALES DATA HELPS BUILD EFFECTIVE STRATEGIES FOR SALES ACTIVITIES. CLARIFICATION OF INFORMATION ON ORDERS RECEIVED AND LOST ORDERS LEADS TO A REDUCTION IN SALES EFFORT FOR CUSTOMERS WITH LOW PROSPECTS. THIS ALLOWS YOU TO FOCUS YOUR APPROACH ON CUSTOMERS WITH HIGH POTENTIAL FOR RESULTS, THEREBY IMPROVING EFFICIENCY AND PRODUCTIVITY. 

We can eliminate the genus.

Another advantage of implementing the Sales digital transformationtool is that it eliminates the need for a person to belong to a particular department. By implementing the sales digital transformationtool, data necessary for business operations will be shared throughout the organization, and business processes can be visualized. Information and know-how that were previously known only to individuals will be shared, and the impersonal nature of sales activities will be eliminated.
Related articles>> Causes of sales gerrymandering and 7 solutions

Able to understand customer needs

BY IMPLEMENTING THE SALES DIGITAL TRANSFORMATIONTOOL AND CONDUCTING DATA ANALYSIS BASED ON THE INFORMATION STORED IN THE TOOL, CUSTOMER NEEDS CAN BE VISUALIZED. BY GAINING A CONCRETE UNDERSTANDING OF CUSTOMER NEEDS, SUCH AS CUSTOMER PURCHASING TRENDS, INTERESTS, AND COMPLAINTS, EFFECTIVE SALES AND MARKETING STRATEGIES CAN BE DEVELOPED.

SALES DIGITAL TRANSFORMATIONHOW TO CHOOSE A TOOL

THERE ARE CERTAIN POINTS TO KEEP IN MIND WHEN CHOOSING A SALES DIGITAL TRANSFORMATIONTOOL. HERE IS AN OVERVIEW OF HOW TO CHOOSE A SALES DIGITAL TRANSFORMATIONTOOL.

Select by purpose or issue

IT IS IMPORTANT TO CLARIFY THE CURRENT BUSINESS CHALLENGES AND THE PURPOSE OF IMPLEMENTING A SALES DIGITAL TRANSFORMATIONTOOL, AND CHOOSE THE MOST APPROPRIATE TOOL. FOR EXAMPLE, IF LOW DEAL GENERATION IS AN ISSUE, CHOOSE AN MA SUITABLE FOR NEW LEAD ACQUISITION AND NURTURING, OR AN SFA TOOL IF YOU WANT TO ELIMINATE SALES PERSONIFICATION.

Select by conditions and operating feel

YOU CAN ALSO CHOOSE A SALES DIGITAL TRANSFORMATIONTOOL BASED ON COST, FEATURES, AND OTHER CRITERIA, AS WELL AS THE FEEL OF THE OPERATION. COST IS AN IMPORTANT FACTOR IN CHOOSING A SALES DIGITAL TRANSFORMATIONTOOL. IT IS ALSO IMPORTANT TO DETERMINE WHETHER THE TOOL HAS THE DESIRED FUNCTIONS. NOTE, HOWEVER, THAT EVEN IF A TOOL HAS THE DESIRED FUNCTIONS, IF IT IS TIME-CONSUMING TO OPERATE, IT WILL BE DIFFICULT TO ESTABLISH ITSELF AND WILL NOT BE USED EVEN IF IT IS INTRODUCED.

Select by Cooperation Function

IT IS ALSO IMPORTANT TO CHOOSE A SALES DIGITAL TRANSFORMATIONTOOL BASED ON WHETHER OR NOT IT HAS THE ABILITY TO WORK WITH THE TOOLS YOU ALREADY HAVE IN PLACE. IF THE EXISTING TOOLS AND THE NEW TOOL CANNOT BE LINKED, THE WORK WILL BECOME MORE COMPLICATED, AND IN TURN, IT WILL NOT BE POSSIBLE TO IMPROVE THE EFFICIENCY OF SALES AND DIGITAL TRANSFORMATION. ON THE OTHER HAND, IF THE EXISTING TOOLS AND THE NEWLY INTRODUCED SALES DIGITAL TRANSFORMATIONTOOLS CAN BE LINKED, YOU WILL BE ABLE TO PROCEED WITH YOUR BUSINESS EFFICIENTLY. CHECK THE INTRODUCTION METHOD IN ADVANCE AND CHECK IF THE LINKAGE CAN BE DONE SMOOTHLY.

Select by post-introduction support

SALES DIGITAL TRANSFORMATIONIT IS ALSO IMPORTANT WHEN SELECTING A TOOL TO MAKE SURE THAT THE SUPPORT PROVIDED AFTER THE TOOL IS INTRODUCED IS ADEQUATE. IT IS ADVISABLE TO SELECT A COMPANY THAT TAKES THE INITIATIVE TO PROVIDE SUPPORT NOT ONLY BEFORE THE INTRODUCTION OF THE TOOL, BUT ALSO TO ENSURE THAT THE TOOL TAKES ROOT WITHIN THE COMPANY. SUPPORT VARIES FROM COMPANY TO COMPANY DEPENDING ON THE TOOL AND THE PLAN YOU SIGN UP FOR, SO BE SURE TO CHECK THE DETAILS IN ADVANCE.

summary

Sales digital transformationtools are IT tools that can be utilized in sales digital transformationto help companies increase sales and improve employee productivity. They can also help eliminate gerrymandering and understand customer needs. We develop and provide UPWARD, a mobile CRM that maximizes the value of CRM and SFA. If you have any questions or issues such as "I want to improve my sales digital transformationbut I don't know what kind of tool to introduce," please feel free to contact us.
For inquiries about UPWARD, please contact us here.