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What to Look for in a Modern Buying and Selling Platform

| Author: Mike Lieberman, CEO and Chief Revenue Scientist

{}Are you in the market for a new buying and selling platform? There are plenty of options on the market, but they may not all meet your company’s needs. Choosing the right platform is a key part of sales enablement. With the right platform, you can drive your business’s success. On the other hand, the wrong platform could have the opposite effect. Here are some things to look for in a modern buying and selling platform.

Support for Your Current Sales Process

Your sales team is used to selling in a certain way. If you’ve been following the same sales process for a long time, and it works well, you don’t want to have to change it. Some platforms may not suit the way you currently do things. You could need to change your processes because of limitations with the platform.

To avoid having to do this, look for a buying and selling platform that will let you keep using your current processes. Test any platform you’re thinking of using to make sure it will suit your needs. With the right platform, you should be able to speed up your current processes. If a platform doesn’t let you do that, keep searching.

Ease of Use

Modern buying and selling platforms should be easy to use. Selling is already a hard job, and you don’t want to add unnecessary stress to your sales team. Sixty-two percent of seller burden is connected to complex internal processes, like using complicated platforms or tools. By choosing a user-friendly platform, you can improve your sales team’s experience at work. That’s important because if your reps feel burdened, they could decide to work somewhere else.

Complicated processes and platforms don’t just drive away your employees; they can drive away your customers. One-fifth of stalled or lost deals are caused by internal complexity. If platforms are too hard to use, your reps could be unable to help potential customers and ultimately make sales. That’s why it’s important to make sure any new selling platform you choose makes your employees’ jobs easier, not harder.

Access to Training and Support

To make the most out of the new platform you choose, make sure the vendor provides access to training and support. Even the most user-friendly platforms can take some trial and error to figure out. With training, your sales team can quickly learn how to use your modern platform and then get to work. Reps don’t need to spend too much time learning how the new platform works.

Training and support also ensure your sales reps know about all the platform’s useful features. If they were to learn how to use the platform on their own, they could overlook these features, which could lead to frustration or even lost sales.

As your sales reps use the platform, they could have questions about the best or fastest ways to manage tasks. A vendor that provides support could help answer these questions. Without support, your reps could be unsure how to maximize their use of the platform.

Integration with Other Software

To make your sales team more efficient, a modern buying and selling platform should integrate with other software and tools. Otherwise, your sales team could spend a lot of time connecting the records. According to HubSpot, 72 percent of salespeople spend up to an hour a day connecting records and performing data entry.

When your platform is connected to your other software and tools, your team can become more efficient. Information is automatically shared among various tools, eliminating the need to connect the records later. This gives your team more time to focus on selling.

Posted By Author Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.

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