1. Selling a good experience<\/a> It’s impossible to communicate your product’s value until you know what it is. Products don’t exist in a vacuum. They don’t exist unless people buy them, and people buy them because some value proposition is presented to them. That value proposition is communicated through a product’s experience. It\u2019s not about selling products \u2014 it\u2019s about selling experiences. So, if you want to boost sales, better make sure it\u2019s a good experience.<\/p>\n The common denominator in UX and sales processes is the customer. They both focus on two things. First, having an open conversation with users, and second, using this dialogue to help them use or buy their product. Both are driven by customer-focused research and design.<\/span><\/p>\n Although they often share the same goals, UX and sales processes are entirely different. The UX team focuses on helping users complete their goals. The sales team focuses on inspiring users to meet their goals using a specific product.<\/span><\/p>\n But, just because these are two different processes, it doesn\u2019t mean they should also be completely separated.\u00a0<\/span>Sales teams need UX in order to have an excellent product to sell. If a product is poorly designed, no amount of sweet-talking and convincing will help close the deal.<\/span><\/p>\n On the other hand, no matter how well a product is designed, it\u2019s rarely without competition. That\u2019s where sales come to play — to convince customers that their specific product is the one to solve their problems.\u00a0<\/span>Sales and UX should work in synergy in order to provide the best customer experience, and ultimately, increase sales.<\/span><\/p>\n It\u2019s pretty clear that you need good UX in order to attract customers. However, your sales team also needs good UX in order to be productive.<\/span><\/p>\n It’s a frequent issue: you invest money and time into integrating a B2B sales tool, but it ends up being counterintuitive and difficult to use. It looked good on paper, but the software simply isn\u2019t resonating with your sales team and doesn\u2019t match their process.<\/span><\/p>\n In order to excel at selling, your sales reps need well-designed sales tools. The sales software you choose should feel second nature to field users and be consistent with their sales approach.\u00a0<\/span>If the user experience isn’t developed with your sales team\u2019s sales process in mind, no matter how many bells and whistles it has, the software will be useless for your team.<\/span><\/p>\n Repeatedly losing prospects due to technical issues may have a negative impact on team morale, and refusing to invest in more effective B2B sales solutions may signal that the team’s requirements are simply not a priority.<\/span><\/p>\n Here are some of the things to look for in sales software to provide sales reps with the best possible experience:<\/span><\/p>\n Look for an <\/span>inside sales software<\/span><\/a> that naturally follows the sales process and allows sales reps to automate tedious tasks and focus on what really matters \u2014 selling value to the customer.<\/span><\/p>\n For example, with queue-based lead routing and dynamic prioritisation, your sales reps can always have the next best lead right at their fingertips.<\/span><\/p>\n Furthermore, automatic, progressive dialing, as well as email and SMS automation, can significantly cut the time needed to reach out to customers and minimise the risk of forgetting to follow up or say thank you.<\/span><\/p>\n It’s not enough for your B2B sales tools to simply look good \u2014 they must perform well in real-life sales situations. Functionality is equally, if not more important than form.<\/span><\/p>\n If you opt for a sales tool just for looks without considering the features it has to offer, you’ll end up with frustrated and unproductive sales reps. This will, in turn, impact your revenue and undermine your customer retention efforts.<\/span><\/p>\n However, opting for a simple design that has been carefully tuned to match the specific needs of your sales reps and clients will allow you to achieve the ideal balance of UX form and function.<\/span><\/p>\n Every minute your sales reps spends struggling to find the right button is a minute that could be spent on another \u2014 far more productive \u2014 duty.<\/span><\/p>\n Software integrations are an essential part of UX design. They allow a product to be built in a single integrated platform rather than multiple disparate systems. This reduces development time and makes it easier to build new features.<\/span><\/p>\n A sales tool that integrates seamlessly with your CRM and other business tools not only makes your sales reps’ lives easier but also reduces errors, increases productivity, and improves the overall effectiveness of your sales process.\u00a0<\/span><\/p>\n Moreover, sales tools that integrate with other business tools provide your business with a unified view of your customer interactions.\u00a0<\/span><\/p>\n When your business has all the necessary tools at hand, you can gain invaluable insight into your sales funnel. This information can be used to set more accurate goals and priorities and work towards increasing your overall ROI.<\/span><\/p>\n Closing deals doesn\u2019t only fall on the shoulders of your sales reps. Therefore, making sure that you choose the right sales software isn\u2019t enough.<\/span><\/p>\n You need to make sure to implement the best UX practices at every step of the way \u2014 from the experience of visiting your website for the first time to <\/span>appointment setting<\/span><\/a> experience once you\u2019re ready to close the deal.<\/span><\/p>\n Here are some of the best UX practices you should implement in order to improve customer experience and boost sales.<\/span><\/p>\n In sales and marketing, creating an ideal customer profile is an essential part of the process. It\u2019s necessary to understand your customers\u2019 preferences and needs in order to target them effectively. Defining your ideal customer is the first step in creating a UX strategy.<\/span><\/p>\n Every <\/span>user persona profile<\/span><\/a> should contain the following:<\/span><\/p>\n A strong primary call to action is a great way to <\/span>increase a website\u2019s UX<\/span><\/a>. It may significantly boost conversions and click-through rates. However, you must ensure that the color of your primary action is at the top of your visual hierarchy (different from the rest of the buttons across your website).<\/span><\/p>\n Many websites use the same hue for their calls to action. If you want your user to inquire or add to the cart, make this button a distinct color from the rest of your buttons. If you must use the same hue, make it stand out in another manner.<\/span><\/p>\n Displaying your company\u2019s phone number is a simple UX modification that might have comparable effects on your website.<\/span><\/p>\n If you do not have a corporate phone number, live chat may be an option. However, it is preferable to have both alternatives accessible in order to boost user confidence and trust in the firm.<\/span><\/p>\n Many businesses adopted the mobile-first approach \u2014 and they are right to do so because the majority of online traffic for eCommerce and SaaS is now mobile.<\/span><\/p>\n However, many of these businesses are overlooking the fact that the majority of their conversions will still take place on desktop and tablet devices. This is partly due to individuals locating what they’re searching for on mobile then completing the purchase on their desktop PC, where the information is simpler to digest and “feels” safer.<\/span><\/p>\n To summarise, build for mobile-first, but don’t forget about your desktop conversion figures.<\/span><\/p>\n Google Chrome is not used by every user. Although some consider it a default browser, the average public utilises the browser that came with their mobile or desktop device, such as Safari, Firefox, or Opera. Many websites do not include cross-browser testing in their user experience testing suite. Conducting this simple test may make or break a deal.<\/span><\/p>\n Many SaaS firms are unaware that some markets are accessing their websites using out-of-date software and that their beautiful SaaS websites do not even load properly on these browsers.<\/span><\/p>\n When we write content for our pages, we prefer to write in paragraphs, expecting the user to read them all the way through \u2014 but this isn’t the case. Create material that can be simply scanned on the screen when writing.<\/span><\/p>\n This is known as the “Five-second test” in the design field; at this time, a user should have a good idea of what the page is about or what the product is.<\/span><\/p>\n It\u2019s always a good idea to make bullet point lists of the most significant pieces of information to improve the scannability of your material.<\/span><\/p>\n This strategy is simple, yet it is frequently missed by many businesses. You may contact your consumers before or after they make a purchase by interviewing them and learning about their experience or by developing a simple survey that the user can complete.<\/span><\/p>\n You would be surprised at how much customers will tell you about their experience, and you can typically catch concerns before they hit review websites. Simply ensure that the survey is valuable to the consumer \u2014 this might be as easy as including a coupon code on their next purchase or a modest Amazon voucher.<\/span><\/p>\n Good UX is crucial for <\/span>building strong relationships with your customers<\/span><\/a>. Sometimes it is tempting to simply base your UX strategies on positive data, but keep in mind that users are going to tell their negative feedback more loudly.\u00a0<\/span><\/p>\n Take this feedback on board, even if it is negative, and use it to improve your future strategies.\u00a0<\/span>Feedback is essential<\/span><\/a> for improving the sales process. It can help you know which part of your sales process is persuading your customers and where you could improve.<\/span><\/p>\n
\n2. What sales and UX have in common (and where they differ)<\/a>
\n3. Why do sales reps need good UX<\/a>
\n4. How to implement UX strategies to improve the customer journey<\/a>
\n5. Conclusion<\/a><\/p>\n<\/a>1. Selling a good experience<\/span><\/h2>\n
<\/a>2. What sales and UX have in common (and where they differ)<\/span><\/h2>\n
<\/a>3. Why do sales reps need good UX<\/span><\/h2>\n
3.1 Automation<\/span><\/h3>\n
3.2 Functionality<\/span><\/h3>\n
3.3 Integrations\u00a0<\/span><\/h3>\n
<\/a>4. How to implement UX strategies to improve the customer journey<\/span><\/h2>\n
4.1 Create a user personas<\/span><\/h3>\n
\n
4.2 Create a clear call to action<\/span><\/h3>\n
4.3 Make phone number & live chat easily accessible<\/span><\/h3>\n
4.4 Mobile-first isn\u2019t everything<\/span><\/h3>\n
4.5 Keep different browsers in mind<\/span><\/h3>\n
4.6 Create skimmable content<\/span><\/h3>\n
4.7 Reach out to your customers<\/span><\/h3>\n
4.8 Always interpret user feedback\u00a0<\/span><\/h3>\n
4.9 Keep your users informed about the progress of their order\u00a0<\/span><\/h3>\n