B2B buyers and customers today have changed more than we realize. They have access to information via social and digital channels and use it to empower their decision making. IDC Research shows that 75% of B2B buyers are using social media to research vendors.
The days of sales professionals being gatekeepers of information have officially passed us.
So the main question is this: if buyers have become more digital and sophisticated in their research and engagement capabilities, have sales people modernized too?
Because, here’s the reality: if sales doesn’t become more digital, they simply won’t be able to compete in the market today. Why? Because those who have access to information can make better and faster decisions.
So, what’s digital sales? It’s the ability to scale relationship building using social and digital channels. It doesn’t involve eliminating what you’re doing but complements it digitally.
Isn’t that what we want for our sales teams?
Did you know that sales professionals that use digital strategies achieve 66% higher quota attainment than peers that don’t? (Source: CSO Insights)
Deal sizes increase by 27% compared to only traditional approaches. (Source: IDC Research)
And most notably, sellers becoming digital generate 45% more sales opportunities! (Source: LinkedIn)
The advantage of the internet is having access to lots of information. But let’s face it, that’s also the disadvantage.
So while you may believe that digital sales is an essential skill set, asking sales to figure it out on their own, or not having a proper system to follow, will ultimately take more time, energy, and resources.
This is where Digital Sales Mastery® comes in. It’s a system designed to help sales teams move from complete noise online to hyper focus.
Out of the thousands of different ways of doing things on digital and social platforms, the program teaches sales the mechanics of what works, what doesn’t and where to really focus.
Sellers will go through a learning journey and master the areas of:
• Digital Sales Fundamentals
• Digital Prospecting, Account Management and Engagement
Through this learning process, they’ll learn how to:
• Optimize and make social profiles more customer-centric
• Find buyers and conduct digital research
• Engage buyers effectively
• Share content, develop relationships and more!
And lastly, they’ll apply learnings through a practical certification that achieves tangible sales outcomes and demonstrates acumen
A study done by Sales Benchmark Index found that sellers are 4.2 times more likely to activate an account based on a referral or an
According to Forrester Research, 74% of deals are awarded to the sales professional that is first to provide value and insight. What does this really
You are the CEO of a market. Your sellers are the CEO of their specific portfolio. World-class CEOs recognize that people buy from people they