B2B sales in home office

Stay at home nowadays is true for many people. For business, this means home office or remote work. But how can customer acquisition and customer care tasks in particular be organized from home? We would like to introduce you to some possibilities and aids to enable you to carry out your sales tasks in a purely digital way. This list of relevant blog posts provides a first overview of sales in the home office. Feel free to contact us if you need technical support in the areas of lead generation, effective customer approach or sales analytics due to the conversion to home office.

b2b sales in home office

Sales infrastructure in the home office

Lead generation

Increase conversions

B2b sales concepts

Please keep in mind when reading past blog posts: The search plattorm Companies and Markets is now called Implisense.com!

Automation of standard processes in banking – win-win for customer and bank

Whether digitisation is seen as an opportunity or a risk is up to each company itself. However, it becomes a risk if you leave it to the competition to use it as an opportunity. The clever use of digitization and automation offers banks in particular the opportunity to offer their customers a much less complicated customer experience. By significantly streamlining processes that were previously stressful for both sides – for example customer onboarding. The basis for this is a set of qualified customer data. Where these come from and how a largely automated onboarding process can proceed is outlined below.

Win-Win situation through automation of standard processes in banking

1. It seems simple: automatically completed web forms

Filling out a long web form is the first hurdle a prospective customer has to overcome on the way to becoming a new customer. Countless surveys have shown that the more long and complex the form, the higher the bounce rate. Reduce the effort for your customers to a minimum by filling out the form automatically. Customers only need to enter and confirm their company name. All other form fields are automatically filled with the corresponding data – the visible ones as well as any others in the background. Now, all that is required is a review by your customer and a final click to send. Within one minute he has everything done. 

For this purpose, the data is obtained from the database of a service provider such as Implisense. An intelligent algorithm keeps the comprehensive profiles of all companies registered in the German Commercial Register up to date. With the help of the Implisense API, an interface to your web form, this data is automatically retrieved. A noticeable relief for your customers and an extremely comprehensive data set for your bank. 

2. The result: a detailed company profile

By using the data retrieval function of Implisense you get a much more extensive set of data than you would be able to retrieve from a new customer using such a form – hundreds of data points for each company. You now have a comprehensive company profile, which forms the basis for further automation, without your customer having to become active again. 

Exemplary company profile of Volkswagen on the free search platform Companies and Markets.

3. Fast and standardized: Automate your checks

The comprehensive data set enables you to automatically verify the legitimacy (KYC) of your new customer and to automate credit allocation processes. Thanks to the uniform structure of the data, standardised processes such as these can be mapped digitally very efficiently. Your employees save a lot of work and your customer receives a result quickly. Another piece of the puzzle in his satisfying customer experience already during onboarding.

4. Human intervention in cases of doubt: complete onboarding

For customers whose situation is clear, the system automatically decides whether the onboarding was successful or the customer’s request is rejected. If, on the other hand, an individual assessment is required, the algorithm passes the case on to an employee for a personal review. Automation does not necessarily mean dehumanization. Even cases that deviate from the standard are taken into account appropriately and do not automatically fall through the grid. The automatic processing of standard cases, however, makes daily business noticeably easier for you and your customer. 

5. After onboarding: identifying potentials for cross- & upselling

Even after customer onboarding, the data record remains a valuable resource for you. The Implisense algorithm keeps the data up to date. In this way, your marketing and sales staff will recognize exciting opportunities for upselling and cross-selling. This process can also be automated: By Implisense automatically searching for similarities between this customer and groups of existing customers, you can find out whether a customer is likely to be interested in a particular offer. A powerful tool to use your sales resources more efficiently. 

Take advantage of the opportunities that digitization offers for banks. By efficiently automating standardized processes, you gain time for your employees and create a satisfying experience for your customers – not only in onboarding.

Exemplary company profile of Volkswagen on the free search platform Companies and Markets.

Customer-friendly onboarding process in commercial banks

Onboarding a new corporate client at a bank can be a tedious and time-consuming process. Not only for the bank, but above all for the customer. Collecting numerous data and documents, filling out countless forms and waiting for creditworthiness and identity checks is not only time-consuming, but often also unpleasant for the customer. As a result, customers often exit during onboarding and thus become lost to the bank in the long term. Although little can be changed about the necessity of these formalities in view of risk regulation and not least legal requirements, it is nevertheless worth taking a critical look at your bank’s customer onboarding process – and optimising it in terms of speed and transparency as well as the associated costs for the customer.

The key challenge in customer onboarding

The decisive challenge is to ensure that this process does not become a frustrating experience for the customer, despite the multitude of unavoidable formalities. Otherwise, the new business relationship with your bank already begins with a negative experience. Instead, at this point you already have the opportunity to present yourself to your new customer as an efficient, transparent and, above all, service-oriented company. By designing your bank’s onboarding process in a customer-oriented manner, you can create positive customer experiences at an early stage that contribute to long-term customer loyalty. Take a look at these three fields of potential optimization:

1. transparency through the onboarding process

Few things are as frustrating as waiting for an indefinite period of time. Avoid feelings of frustration during onboarding by making the process transparent right from the start. And keep your customers up to date with regular updates. They should know what to expect right from the start. In addition, you can create small experiences of success and prevent frustration by continuously making the progress of the onboarding process visible to them.

2. automation of customer onboarding elements

Frustration with onboarding: filling out numerous formsIn particular, filling out numerous forms for data collection is annoying for your customers. If something is forgotten or not filled out completely, there will be further delays. You can easily avoid this and give your customers an early customer-focused service experience. Simplify data collection by automating data collection and submitting completed forms to your customers. All they need to do is review the information and make minor additions if necessary.

Completed forms for onboarding By integrating the Implisense API into your systems, you have access to the most up-to-date data records of all companies listed in the German Commercial Register.

Now, why should your customer invest this time when you can already provide him with the right technology and data to do it automatically?

3. efficiency of the onboarding process

The aim should be to make the onboarding process as efficient and fast as possible. As a result, your bank benefits not only from increased customer satisfaction, but also from calculable cost savings. Thanks to the extensive digitalisation of the process, savings are made not only in large quantities of paper, but above all in time and personnel resources – on both sides. The use of specialised teams for customer onboarding can also contribute to a lean structure. In addition, analyze your onboarding process and find out where most customers get lost. In this way, you can approach a customer experience that is as positive as possible during onboarding.

The early experiences made by your customer with your bank are particularly important for the coming customer relationship. Because it is against this background of experience that they will also evaluate the future business relationship. If a negative image is already being created at this point, this will change the way in which everything that follows is perceived. That’s why it’s worth investing in a customer-friendly onboarding process. 

Technologies for more quality and quantity in sales

Some people claim that technology solves the problems you wouldn’t have without it. Without technology, it is almost impossible to make efficient sales today, say the others. However, digitization and automation can accelerate and improve the quality of many sales processes.

Quantitative sales optimization: Process more leads more efficiently

A constant issue in most sales departments is the question of how existing resources can be used even more efficiently and how as many leads as possible can be processed with as little time as possible. With the right technology, you can semi-automate many sales processes and save a considerable amount of time.

  1. More calls with sales dialers

    The sales dialer is an automatic dialling computer that shortens the idle time between multiple calls and thus ensures optimal time utilization in outbound marketing. Not only does it automatically start the next dialing process, but it also immediately provides the sales representative with the necessary customer record. Many power dialers dial more than one number at a time to further reduce waiting times. More advanced predictive dialers even learn from the customer’s telephony behavior – i.e. reachability times, time to answer the call, call duration – and optimize outgoing dialing attempts accordingly.

  2. Authenticity through sales videos

    The potential customer’s trust in the sales employee is in any case a decisive factor in whether a successful conclusion is reached or not. This can be achieved much better with the help of a face than with just a voice on the phone or even just a text mail. Emails that include a sales video are not only better clicked, they also have a higher conversion rate. Because being able to face your virtual counterpart creates commitment – especially if you personalize the videos.

  3. Reach customers with text messages

    Which of your sales e-mails recently had an opening rate of more than 90 percent? Text messages via SMS or common messaging services are almost always opened, usually within a few minutes. And they are positively perceived by customers – as long as they are concise and meaningful. A fast and effective communication channel with your leads, especially as reminders. However, you should make sure that you actually send them to the potential customer’s service phone. Many decision makers consider business text messages annoying on private devices.

Qualitative sales optimization: Win the customer’s loyalty

For many reasons, when a customer is on board, it is worth investing in the customer’s loyalty. On the one hand, you want him to stay with you for a long time and be open to cross-selling and up-selling options. On the other hand, he can also become interesting for you as a multiplier who opens the way into his network. Technology-supported processes can also help here.

  1. CRM as a lexicon about your customers

    A strong CRM system as the collective brain of your sales team is almost essential if you want to build sustainable relationships with your customers. This is where all the information about your contacts comes together to form a clear overview – immediately accessible when the customer calls. This tool is particularly powerful if you have it filled with comprehensive data without having to collect it yourself. Has your customer just opened a new location? Is he looking for personnel in a specific area? With the Implisense API, your CRM system is constantly updated with the latest customer data. A valuable information advantage for the development of a loyal customer service provider relationship.

  2. Knowing what customers really want

    Now, more than ever, technology gives you the ability to gain insight into the behavior of your customers before and after talking to your sales representative – and draw valuable conclusions. Evaluate, for example, how long visitors to your website deal with which content. Track the opening rates of your e-mails and find out how many people in the company have viewed a document. This will give you insight into what your customers are really interested in, their level of interest and on which leads you should use how many resources.

  3. Algorithms are the best investigators

    At first glance, when we talk about increasing sales efficiency, it seems to run counter to the desire to be a well-informed salesperson who knows his customers’ needs well. Because intensive research costs a lot of time. But technology can also help here. Because practical text mining algorithms can research many times faster, more specifically and more effectively than your sales team. And prepare the data into easily usable appetizers. On the Companies and Markets platform, for example, you can display clearly arranged background information on around two million companies with just one click. In which countries has the company recently become more active? Which technologies does it rely on? And which target groups does it address? In less than five minutes you have gained in-depth information – thanks to the preliminary work of algorithms. And you can do it for free.

Not every technology is like the holy grail that makes your sales team a high flyer. But if you cleverly integrate the new opportunities into your sales processes, you can achieve both: more quantity in exploiting your leads and more quality in building sustainable customer relationships.

Digitalization is and is not digitization – SMEs in transition

Does bigger always mean better? Of course not – this is something the managers of successful start-ups and SMEs know. Because in a fast-moving world, they often have some agility, flexibility and adaptability ahead of the big players in their markets, all of which are becoming increasingly important for the future viability of companies. It is no coincidence that a number of large corporations now tend to split their internal structure into smaller units, which are intended to come closer to the agility of small and medium-sized companies.

But in order to actually be able to exploit these flexibility advantages in practice, SMEs must also find holistic approaches to digitize their processes, their business models and their entire DNA. This is still misunderstood by many owners and managing directors. After all, digitalization is not the same as digitization. There are several stages in this process – and all too many German SMEs consider this process to be completed far too early. Studies show that those who rely on a holistic approach to digitalization have the better cards in the long term. If we look at the problem in English, which has several terms for what we usually call digitalization in Germany, we can clearly see that.

Digitalization: SMEs in transition

Digitization

The first step of any digitalization is the transfer from analog to digital. In very simple terms, replacing paper with computers, folders with servers and clouds. Documents, forms and processes that used to have to be processed manually are now being “digitized”. The underlying processes, however, do not change fundamentally. Most SMEs have already taken this step.

Digitalization

The next step then also concerns the processes and tasks. These are further developed – especially through automation technologies – or even completely rethought. The aim is to optimize the existing business model and make the processes in the company more efficient. For many SMEs, this is the epitome of digitalization. But this approach is still very short-sighted.

Digital Transformation

The term “digital transformation” is also increasingly used in German, but in Germany it is too often referred to the first two steps. A true digital transformation is much more about using digital technologies to open up new business areas and potentials that would not have been possible without them. The transformation thus goes beyond the mere optimization of the existing and aims to generate real added value and new business opportunities through the holistic rethinking of the entire corporate DNA.

This must be the goal of every company if serious and long-term benefits from digitalization are to be achieved. Act instead of react. And it is precisely in this process that SMEs can show off their strengths surprisingly clearly vis-à-vis larger organisations. Because they can implement it much faster and more consistently – but only if they are serious about it.

Incidentally, there is still a fourth level of the concept of digitalization:

Digital Business

Of course, using digitalization can also mean turning one’s own digital competence into a business. These, too, are business models that would not have been conceivable in the past. This option, however, is by no means a viable option for all companies and is therefore positioned somewhat alongside the three previously mentioned.

Digitalization is therefore not equal to digitalization. Too often, SMEs only look at one part of this process – and thus lose a significant part of their competitive edge to big players. With a holistic digitalization approach, on the other hand, you can turn your smaller size and the resulting agility into a decisive competitive advantage.

Enrich your digitalization approach to data management with the Implisense Data API.