What is DBA (Digital Business Assessment) in sales and how do we carry it out at Rock Content?

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For example, if an organization's marketing team hits its quarterly goal and the manager decides to give them personalized company t-shirts, the finance department will need to contact the supplier of this type of product and order the t-shirts.

However, some purchases require more caution and analysis before purchase shareholder database making a decision. If a company needs to hire management software , it will need to talk to companies that offer this type of solution to understand which one best suits the business's needs.

While the first case is a simple sale, the second is a complex sale.

What are simple sales?
Simple sales are part of a more streamlined sales process that, in many cases, doesn't even require a salesperson.

If you go to a physical bag and accessories store because you need to buy a backpack, the store's salesperson will most likely help you, but they shouldn't stay with you for long. They will show you the available backpack models so you can choose the best one.

If you choose to buy online from an e-commerce site , the seller does not exist. After all, you just have to look at the backpack models, put the one you choose in the cart and complete the purchase.

At Rock Content we have some products that have a simple purchasing path, such as Rock University courses . When you visit the site, simply select the course you want to take and purchase.

What are complex sales?
Complex sales require a salesperson, since the person who buys needs to correctly understand the product or service proposal , especially because their average ticket is usually higher.

Offering an apartment is a complex sale. If you are interested in acquiring a property, you won't buy it as quickly as you would buy a backpack, right? After all, there are many points to consider.

The first thing to do is to go to the apartment accompanied by a real estate agent so that they can visit it and check if it has the necessary structure and amenities.

Then, it is also important to review the facilities of the hunting ground, location, facilities on site, security, among others.

The main service offered by Rock Content is focused on producing high-quality content with a focus on generating results. However, since the concept of results depends on the type of business, the sales representative needs to serve each client in a personalized way, which makes the sale complex.

How to prepare for the business process?
Now that you know the difference between simple and complex sales, here's how to handle these offers so they meet your purchasing expectations.

Discover the product proposal
Sometimes the same type of product can have different business models. Therefore, it is necessary to understand it well in order to know how the proposal will be made.

Take, for example, creating a corporate website . Some platforms have drag-and-drop website builders so you can design a website in minutes.

However, since most of these solutions are quite limited, the need to create a custom, performant website may lead you to an offering like Stage , whose sales rep explains how the process will be done.

Ask the sales consultant how hiring works
When Rock Content first emerged, it was common for some people to see it as a content producer. So, questions like “How much does a blog post cost?” or “How much does an eBook cost?” were pretty common, but Rock Content’s approach is not simply to write texts, but to understand what a business’s goals are and how quality content can achieve them.

To do this, it is necessary to schedule meetings with the seller so that they can obtain the company's details and make a completely personalized proposal.

That is, this does not meet the expectation of those who are only interested in purchasing a blog post.

So, to ensure that your expectations are met, when you come across a corporate offer, try to understand whether the sales model is simple or complex to know if the contact with the seller will last 5 minutes or 1 hour.

Ask any questions you have
When you attend a meeting with a company's sales representative to understand how their product or service will help you, don't forget to write down any questions you have and use this time with them to resolve them.

Also, remember to give the seller all the information (that is allowed) that he or she asks for about your business.

Even though the average ticket, for example, is an internal report for your company, it is essential in a marketing plan to calculate your ROI .

If the seller doesn't know the value of your ticket, they won't be able to predict your return on investment. So how will you know if it's worth hiring Marketing?