Someone once used the term “frictionless selling” to describe a sales process that is smooth and easy. It comes from the thought that things should be as easy and smooth for the customer as possible.
To buy something, customers don’t have to go through many steps or try to understand complicated processes.
What Is Frictionless Sales?
In simple terms, smooth sales are ways for customers to quickly and easily buy goods or services. Customers don’t have to go through multiple steps or fill out lengthy forms for this type of sale, which makes the buying process easier. Making the buying process as quick and easy as possible for the customer is essential.
Sales reps say that 20% of the deals they lost were because the customers thought the process took too long and was hard to understand because of internal rules and procedures. Even more, workers have trouble with customers leaving their shopping carts because the sales cycle is too long, the customer service is terrible, or the payment process is complex to understand.
Frictionless selling can be beneficial for making the process faster and more efficient, especially for B2B companies that make complicated sales or have long sales cycles. And that leads to more sales in the end.
Synonyms
- Frictionless selling is streamlining the sales process to eliminate roadblocks and make purchasing easier and quicker for customers.
- Frictionless Selling Framework: A set of strategies and tactics that can reduce touchpoints, simplify processes, and make sales more efficient.
- Removing Sales Friction: Taking the unnecessary or challenging aspects of the sales process out of the equation.
- One Fluid Sales Motion is a buzzword in the business-to-business (B2B) and software-as-a-service (SaaS) spaces. This phrase refers to having a unified sales process that guides customers from start to finish without any unnecessary steps.
There is a lot of talk about “one fluid sales motion” in the business-to-business (B2B) and software-as-a-service (SaaS) worlds. This phrase refers to having a single sales process that takes people from the beginning to the end without adding any extra steps.
The frictionless selling framework for increasing frictionless sales
HubSpot’s “frictionless sales” model exemplifies how this term has become well known. A “flywheel model” business plan is based on making a growth cycle that keeps going. This means the flywheel will keep turning on its own after you start it.
Three main ideas make up the spinning model:
- Make an excellent service or product
- Use good marketing to get more people
- Give them excellent customer service to keep them happy.
These three ideas build on top of each other, creating a circle of growth that never ends. The best part is that it keeps going independently after you start.
As a vital part of the flywheel model, frictionless sales help ensure customers have a simple and easy time with your product or service. Customers shouldn’t have to go through a lot of trouble to buy something, fill out forms, or wait on hold for customer service reps. Any of these things can be very annoying.
To make sales go smoothly, you need a single process that gets customers from beginning to end without extra steps or wait times. Streamlining payment processes, making it easier for customers to get help, and cutting down on the number of touchpoints in the sales cycle are all examples.
Let’s see how it’s done.
Allow the Sales Team
Sales managers must give their sales reps the people, processes, and technology they need to succeed. This way, the reps can focus more on selling and less on administrative chores.
There should be a sales platform that lets sales reps quickly find chances and move customers through the sales process, as well as customer data and sales materials like a sales playbook or videos.
Sales workers can also save much time by automating tasks like routing leads, setting up meetings, and keeping track of activities.
Focused Selling on Customers
The sales team can focus on the most likely buyer by aligning with the company’s ideal customer profile (ICP) and target buyer.
When sales reps are prospecting and selling, having a North Star helps them find chances quickly and tailor their sales process to the customer’s needs instead of trying to fit them into a set sales process.
Plus, when there are more Sales Qualified Leads (SQLs), sales reps have more time to work on deals that are further down the funnel and more likely to close.
Change the Sales Team
When sales teams can easily view and look at their sales data, they are more likely to be willing to learn new things.
Sales teams should use reports and data tools to see where they are succeeding (or failing) and to keep doing what works. To get better at selling faster, they should also use sales playbooks, get help from bosses, and share what they’ve learned.
Once more, it’s up to sales managers to make sure their teams have the data and tools they need to stay ahead of the competition and do a great job in their jobs.
Technology to Make Sales Easier
Using technology to make sales go more smoothly is not as complicated as it seems. We wrote a new article about it with cases from real life.
Companies use five key technologies to ensure a smooth sales process.
Engaging with Sales
Sales engagement tools help sales reps quickly qualify leads, send personalized emails and follow-ups, set up meetings, and track their actions. It’s the best way for sales teams to connect with customers proactively rather than reactively.
These platforms work with CRM systems to give sales workers a fuller picture of customer information and the tools they need to do their jobs well.
Tools like Outreach, SalesLoft, and LeadIQ are well-known examples of sales interaction tools.
Statistical Analysis
Reporting and analytics help sales teams find new business opportunities, keep track of their success (like how many calls and emails they send), and gain new knowledge that they can use to make their processes better.
Many CRM systems have simple reporting tools, but you can use more complicated analytics tools to get the most out of your customer data.
Tools for statistics like Domo, Tableau, and Looker are well-known examples.
CRM
CRM software is the best way for sales teams to store and organize data. It keeps track of customer information and lets sales reps see information about their contacts, talks, deals, and more in real time.
CRM systems can be changed to fit the needs of the business and can work with other programs, such as analytics or marketing automation platforms.
Salesforce (the holy grail of CRM), Zoho, and HubSpot (a powerful free CRM tool) are all well-known CRM systems.
In business-to-business (B2B) sales, configure, price, and quote (CPQ) software is popular because it lets companies quickly make customer quotes and offers.
These tools also let sales reps add custom discounts, set prices that are special to each customer and put together bundles of more than one product or service.
Adding CPQ to the sales tech stack has benefits such as:
- CPQ automation speeds up the quote process
- More accurate sales with fewer mistakes
- More money is coming in because prices are better managed
- Happier customers and a shorter sales cycle
As part of CPQ solutions, automated approval processes can also help businesses make sales go more smoothly.
DealRoom is a digital sales room.
DealRoom is the best tool for speeding up B2B sales because it lets sales reps make custom deals with customers quickly and get them accepted quickly.
This software puts all customer information, documents, and approval processes in one place, so sales teams don’t have to keep track of various spreadsheets or send emails by hand.
Additionally, DealRoom speeds up the negotiation process by letting sales reps see what customers are saying, which helps them make quick choices and meet customer needs.
The buyer has a better B2B buying experience because of all of these things.
