MAGAZINE N.21 A trend that smells of opportunity: what is Smart Selling?

The digitalization of information has brought about profound changes not only in our daily lives but also, and above all, within organizations, whether small, medium, or large. The incredible boost to digital transformation was undoubtedly the advent of Covid-19 , which completely upended traditional social paradigms, changing (probably forever) the habits and certainties of a world that seemed to be in control of its own destiny.

In this challenging situation, many companies had to adapt to change and quickly revise the roles and methods of operating their various corporate functions to align them with new needs and keep pace with a market that, despite the sudden and unexpected slowdown, could not come to a complete halt.

Salespeople know this well. Accustomed to interacting with their clients, they've had to revolutionize their approach and, in some cases, slow down important negotiations by increasing the use of traditional smart working tools to stay connected with potential buyers.

But there's one aspect that many sales functions haven't yet fully grasped, even before the pandemic, and one that may need to be reconsidered even more so to meet the expectations of prospects and customers . Simply maintaining contact and good relationships (given the impossibility of face-to-face communication) is ; a corporate strategy that increasingly places the customer at the center of the process , ensuring their experience is personalized and satisfying, benefiting the company (now more than ever).

And it is at this level that the concept of Smart Selling , an approach that, if well integrated into the roots of a business process, allows the organization to have the right technical/practical support for its activities and negotiations , with a particularly significant increase in sales performance and customer satisfaction.

A seemingly obvious concept, but judging by the numbers, it reveals the need for a change of pace; in fact, a study conducted by Vantage Point Performance and the Sales Management Association shows that 44% of managers believe their organization does not manage the sales pipeline effectively, making it an asset for the entire organization.

Reshaping processes with a Smart Selling means not only designing a more flexible sales model, but also simplifying activities and rethinking the relationship with the customer, eliminating space and time constraints in order to digitize not just certain moments of the sales cycle but the entire process from A to Z, with advantages that also embrace the competitive sphere of your business.

Smart selling , in fact, is not just about the individual salesperson but involves the entire organization, as it aims to enhance the customer experience and their relationship with the brand. Therefore, in an era where everyone does everything, the true differentiator for a company lies precisely in the quality and speed of the service offered in all its forms.

However, digitizing the entire sales process is by no means easy, and not all tools allow for managing its complexity, especially in SMEs CRM adoption is less obvious.
It is therefore essential to enable the sales department (and the company in general) to monitor all the essential activities and information needed to quickly interact with customers , manage documentation, issue orders/quotes in an automated and personalized manner, and maintain a clear and timely overview of the pipeline, including business trends and forecasts.

Although this step may seem difficult to implement, technologies exist that can encompass all of this in a single environment. This is the case with the Jamio openwork , a BPM (business process management) platform developed to manage information, documents, and processes in a collaborative . Its versatility enables medium and large organizations to adopt a Smart Selling .

Jamio recently introduced a new concept: QuickStarts , ready-to-use solutions that, thanks to simple configuration, can address a specific business issue SMEs QuickSales , a solution that allows you to introduce the concept of Smart Selling by allowing you to interact quickly with leads and customers, gain insights into specific activities, manage documents and price lists, automate offers scalable sales process , all in a single environment.

A sort of ecosystem capable of streamlining complexity and perfectly responding to the smart principles of selling with the added value of the cloud , which allows you to have data and information available anywhere and from any mobile device without ever worrying about security and privacy aspects (the cloud provider takes care of this, just like a bank manages our savings).

Furthermore, the QuickSales , thanks to the flexibility of the Jamio and its low-code approach to building applications, is natively predisposed to evolution to manage any type of process within the company organization.

In a market that is advancing at the speed of light and with the events that have marked our time, cloud technologies for business process management can certainly prove to be a valuable ally in supporting organizations in the transition to an approach oriented towards Smart Selling, an increasingly current and necessary theme to survive rapid changes and, above all, to compete in the time of the Covid-19 .

Editorial by:
Ivan Giuliani
Marketing & Digital Coordinator Openwork

Puglia has reached a new milestone in the most advanced digital healthcare technologies. The eHealth Platform has jointly the first prize of €40,000 at the 5th edition of the " Digital Innovation in Multiple Sclerosis Award ," sponsored by Merck , a leading science and technology company, and sponsored by the Italian Society of Neurology (SIN).

eHealth Platform project proposed by Dr. Maurizio Angelo Leone , Director of the Neurology Unit of the “ Casa Sollievo della Sofferenza” IRCCS in San Giovanni Rotondo, was born from the need of clinicians to constantly monitor and provide teleassistance to some young multiple sclerosis patients treated from their homes.

The platform, created by a network of Apulian companies coordinated by Openwork , was awarded based on its ability to "promote adaptation and coexistence with Multiple Sclerosis through Digital Technology", as well as for its applicability in clinical practice and the possibility of being implemented on a national scale.

The eHealth Platform enables the creation of a digital, personalized diagnostic therapeutic care plan (DTP) based on the health conditions of the patient being cared for by the healthcare facility. At the heart of the system's technological architecture is Jamio openwork , the cloud-based, zero-code BPM platform developed by the Apulian IT company Openwork. This platform manages and monitors the progress of the DTP, integrates telehealth capabilities through the use of various multi-parameter devices, and includes a Fitbit for sleep quality, which patients are equipped with to monitor treatment adherence in patients with chronic conditions such as multiple sclerosis.

" Patients are often forced to reprogram their lives due to the clinical variability and unpredictability of the disease's progression. Helping people with multiple sclerosis manage their activities therefore becomes crucial. Technology plays a fundamental role in this, often providing essential support in improving the quality of life of those with multiple sclerosis and their caregivers ," commented Professor Gioacchino Tedeschi,  president of the Italian Society of Neurology and chair of the award committee.

“"We are truly delighted with the quality of the projects that participated in this fifth edition of the Digital Innovation Award in Multiple Sclerosis," said Andrea Paolillo , Medical Affairs Director of Merck in Italy . "Our hope is that the selected proposals can be rapidly developed and made available to people with MS, so that they can have a positive impact on their lives as soon as possible."

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