Why Every Sales Team Needs a Product Information Management (PIM) System

Why Every Sales Team Needs a Product Information Management (PIM) System

Derek Morgen

Digital Marketing Expert

Staying ahead of the competition in the dynamic chemical industry demands meticulous control over product information. As a chemical company, your product data is your most powerful asset - the foundation of all your sales, marketing, and customer experience efforts.

Yet, for many organizations, managing product information remains a significant challenge.

A simple fix is implementing a Product Information Management (PIM) system, an invaluable tool for sales teams looking to boost their performance and efficiency. 

Today, we explore what a PIM system is and why every sales team needs a PIM system.

What is a PIM System?

A PIM system is a central hub that collects and manages all product information in one place. It serves as a single source of truth for all product data, including descriptions, specs, images, videos, and more. With a PIM system, sales teams access the most up-to-date and accurate product information to sell to customers effectively.

How a PIM benefits chemical sales teams

From communication and new hire onboarding to customer engagement, the success of a sales team relies heavily on access to accurate and up-to-date product information.

Building a central knowledge hub for sales

Given the complexity of product data, knowledge retention is an organizational challenge in the chemical industry that results in the loss of sales opportunities. As a CRM captures your customer data for sales team members to use, a PIM system collects product data and makes it available for sales teams. With all product information in one centralized location, salespeople don't have to search through multiple systems, saving time and effort.

Onboard new sellers in a fraction of the time

Onboarding new members to a sales team is a lengthy process. They must learn the intricate details of each product to sell it effectively.

With the central knowledge hub that a PIM creates, this process is much more streamlined. New hires can easily access all product data from one location rather than relying on multiple sources or asking colleagues for help.

This reduces the time and resources required for training, allowing new sellers to be up and running quickly.

Support customers, partners, and principals alike

Modern buyers appreciate and expect product details to be available for review before deciding to sample or request a commercial quote. Centralizing your product data provides customers with consistent information across all sales channels, whether through your website, material selection platforms, marketplaces, social media, or tradeshow displays.

This builds trust with customers and improves their overall experience with your brand. They can make informed decisions based on reliable information, reducing potential confusion or dissatisfaction with the product they receive.

PIM systems amplify collaboration with partners and principals as well. By providing them with access to accurate information on your products, you make certain all parties involved are on the same page.

Whether it's a distribution partner or a supplier, having access to all relevant product data in one place enables them to effectively market and sell your products, eliminating any potential misunderstandings or delays in the sales process, strengthening relationships, and ultimately driving revenue.

Improve the overall customer experience using a PIM

In a digitally savvy world, customer experience and sales performance are closely intertwined.

Personalization of Product Offerings

A PIM sets the stage for tailored product selection, which boosts overall customer satisfaction. In fact, 78% of customers are more likely to make repeat purchases if brands offer a personalized experience.

With the added layer of customer engagement analysis, you can tailor your marketing and product offerings to individual customers or specific customer segments, leading to increased loyalty and repeat purchases.

Faster response times and increased customer satisfaction

Centralizing product data through a PIM system enables the faster processing of customer inquiries. Clients no longer have to wait for sales representatives to manually search for product information, as it is readily available in the PIM database.

This results in quicker response times and increased customer satisfaction, as customers feel valued and prioritized by your company.

Improved cross-selling and upselling techniques

A PIM permits easier identification of potential cross-selling and upselling opportunities. You can identify complementary products or services and suggest them to customers during the purchasing process. By offering personalized recommendations, sales and customer satisfaction are sure to increase.

Knowledge & market intel capture

As a PIM system provides a comprehensive overview of your product data, it serves as a valuable tool for capturing product knowledge and customer feedback. By tracking product metrics such as sales, inquiries by market segment, and buying behavior, a PIM system provides actionable market intelligence.

Streamlined omnichannel experience

Customers expect a seamless shopping experience across all channels in today's digital age. A PIM system enables you to provide just that by synchronizing product information across all touchpoints.

Whether a customer is browsing your website, visiting your booth at a tradeshow, or interacting with your brand on social media, they will receive consistent and accurate product information. This not only improves the customer experience but also helps to build trust and credibility in your brand.

The ultimate tool to scale your sales team efficiency

A Product Information Management (PIM) system enhances business operations. It centralizes product data, enables the quick identification of relevant products, provides upselling and cross-selling opportunities, and is a valuable tool for capturing market intelligence and much more.

The ionicPIM solution from Agilis and SpecialChem

Between Agilis and SpecialChem's decades of experience in the chemical industry, the ionicPIM solution offers a truly unique and valuable PIM system tailored explicitly for chemical companies.

The ionicPIM system manages and enriches product data and integrates with other systems such as ERP, CRM, and e-commerce platforms. This allows seamless communication between all departments and channels, streamlining processes and increasing efficiency.

Ready to take your chemical sales to the next level in 2024? Contact us today to see how ionicPIM solution will transform your product information management and boost your sales team's productivity: https://agiliscommerce.com/request-a-demo.

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