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How is IoT revolutionizing the Sales Industry?

  • Hrithik Saini
  • Feb 05, 2022
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We're witnessing a stunning transition in sales, not just as a step forward into the contemporary era, but also as a significant shift in customer and company interactions. Smart, linked items, known in the business world as the Internet of Things (IoT), are opening up a plethora of new options and experiences. Even in the field of sales, we are at the start of an IoT revolution. 


As you may be aware, defining IoT is a difficult task. It acts as a network that connects all things technological via the Internet. Data can then be sent and received by the devices concerned.


This information transfer has the potential to become a key element of business, implying limitless possibilities for incorporation into ordinary items. Here are some examples of how IoT has influenced sales and marketing.


(You can also take a look at the role of IoT in Advertising)



Influence of IoT in Sales: Examples


  1. Automation


Automation is now a normal practice in companies throughout the world, handling thoughtless, low-priority activities and responsibilities. While now a component of IoT, it has the potential to go far further. 


As IoT continues to have an impact on organisations, more people will benefit from how automation can do tasks that formerly required human intervention. 


Automation is already capable of monitoring and transmitting information for the organisation to utilise and learn from. IoT may then incorporate new technology, such as sensors that track every aspect and relay data quickly.


  1. Analytics & Data


Likewise, to automation, IoT can also be used to optimize data and data analytics processing. Real-time data tracking will assist businesses in determining which items to advertise and when. It may show them trends as they happen and how they might profit from them. 


Metrics predict and give insight, and IoT technology may enhance how organisations use information. Such real-time analytics reveal businesses what existing consumers require from current sales or services, as well as what to expect in the next quarters. This information can assist them in determining what and how to market. 


It may also demonstrate which way the trends are heading, helping them to draw in new clients while keeping old ones. This technology has the potential to enhance things like call times in the sales department. Because IoT is replacing cold calling, staff may enhance productivity while focusing on other activities.


  1. Product Incorporation


Today, any analogue thing has the potential to become technological. IoT refers to any product that can send or receive data. Quick response (QR) codes, for example, expand on the concept of barcodes and take this a step further. QR codes are becoming more common as a way for businesses to increase consumer interaction and experience.


  1. Consumer Analysis


Depending on your marketing plan, a customized approach may be the ideal option for your company. IoT technology may utilise the GPS in a smartphone to discover nearby consumers via a technique known as geofencing. From there, it may broadcast tailored messages, discounts, and other information to individuals in close vicinity.


This geofencing approach was successfully implemented by Burger King. It launched a promotion named "Whopper for a Penny," in which it sold its renowned Whopper for a penny through the app. 


The location factor was used, with a discount appearing on users' phones when they were within 600 feet of a McDonald's. This example demonstrates how IoT may help businesses become more competitive and increase sales.

The image is titled Influence of IoT in Sales and it has the following points :  1. Automation 2. Analytics and Data 3. Product Incorporation 4. Customer Analysis

Influence of IoT in Sales


What Impact Will Customer Connectivity Have on Traditional Sales Roles?


Connected technology and goods provide new options beyond the original sale that were not previously available. Upgrades, service enhancements, and even new features may now be delivered by brands throughout the life of a product, radically altering the way current sales and customer interactions take place.


This explains why the McKinsey Global Institute predicts that the Internet of Things will have a total economic effect of $11 trillion by 2025. This comprises a variety of new income streams made possible by active services and product improvements.


With the arrival of smarter, more devices connected comes the introduction of more comprehensive insights. Depending on the model or service, you may receive access to real-time market information for active users and usage situations. This means you can observe what's occurring as it happens, even after a consumer has received a product.


(Recommended blog - Market Research Analysis)



Using IoT to Improve the Post-Sales Experience


While there is evident benefit in integrating IoT infrastructure to support the long-term marketing and advertising experience for customers, many businesses are unsure where to begin. A corporation can take five actions to discover and pursue these possibilities.


  1. Identify the best use scenarios


Before considering the investment, businesses should determine which goods or services will gain the most from IoT enablement. Premium goods and services, especially those with a higher frequency of service faults, are excellent targets. 


‘Internet-connecting' , a product that customers are likely to discard if it fails, is a waste of money. According to a TCS study, 54 percent of organisations use sensors to monitor items worth $1 million to $10 million, whereas just 6 per cent monitor products worth $100 or less.


  1. Determine the impact


Because IoT is still in its early stages, developing strong business cases may be time-consuming and complex. However, before making a major investment, firms may leverage current data to construct proxy business cases to obtain a decent notion of the economic impact of IoT on their product or service.


  1. Carry out mini-proof-of-concept testing


Begin by linking one product or product line to the Internet to ensure that the technology works and is providing the intended advantages to the firm and its consumers. 


The results will assist to guide future business cases and support your assumptions. Rather than reverse engineering current products, doubling down on a new product announcement might be a fantastic place to start.


  1. Make the case for sharing consumer data


It is critical to make it obvious to clients what they may anticipate in exchange for sharing data with the organisation. Customers who participated in HP's inaugural IoT-enabled printer launch received discounts of up to 50%.


  1. Lay a solid IoT foundation


Organizations must eventually put in place the infrastructure needed to support IoT-enabled comment transition. Obtaining infrastructure (and technical expertise) through an 'as-a-service' approach may be the ideal strategy for many businesses, at least in the early stages, if not permanently.


(Recommended blog - Infrastructure-as-a-service)


IoT impacts Conventional Sales and Marketing


While it is still debated whether elite sales reps are born or made, it is undeniable that their understandings are somewhat more accurate and consistent than others, which applies to a wide range of forecasts and uncertainties. 


IoT is capable of resolving the following ambiguities with solid data and opening the door for each ambitious sales agent to reach the top.


1. The trustworthiness of the information source


Sales and marketing managers no longer need to rely on a third party or "middleman" for data on individual customers thanks to IoT. They will gather first-hand knowledge and analysis of consumer behaviour and buying cycles from individual customers, which will guide the sales force in the appropriate path.


2. Order processing and delivery uncertainty


Companies may now gain real-time insight into industrial statistics, shipment tracking, and road conditions thanks to the connection and data that IoT technology enables on products and vehicles. As a result, the sales staff could more efficiently monitor order processing and delivery to ensure that nothing went wrong.


3. The consumer touch point's limitations


Cease-user contacts with sales and marketing personnel often end at the time of sale, but IoT extends the connection by providing ongoing connectivity and using it to establish another customer touchpoint after the transaction.


(Also read - IoT in Project Management)



Future of IoT in Sales


Sales and consumer engagement speculation is a distant memory, thanks to the emergence of the Internet of Things (IoT). Connected gadgets and applications are springing up all over the place, offering data on usage, habits, and experiences in real-time. 


These real-time, actionable analytics are providing organisations with unparalleled opportunities to know what to advertise, where, when, and to whom. IoT is evolving constantly, firms advertise and open the way for a new marketing paradigm.


IoT will make communications more precise and progressively automated, as well as open up previously unimagined chances to improve engagement and customer experiences


The true issue will be keeping up with changing customer wants and expectations as they change in tandem with their connected surroundings. So brace yourselves.


Generally, sales have been accomplished through door-to-door marketing or cold phoning, but the IoT is altering all of that. As seen by the instances above, technology gives new techniques and avenues for advertising and marketing that are more successful than old approaches. 


The Internet of Things will soon be marketed as a feature by businesses. Everything will change for the better as technology advances at a breakneck pace.

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