Digital Selling and Sales Training Journal

Digital selling is the process of leveraging digital assets (white papers, research, articles, news, offers etc) and communicating to attract customers through digital channels to build trust and credibility. Digital selling is an Omni-channel method that may include social media as well as other digital channels such as video, email, text, online forums etc to ultimately generate leads and referrals. So, any digital communication to engage buyers is digital selling. Social selling is an essential component of digital selling and refers to when salespeople use social networks to find, engage and connect with prospects to start conversations and build relationships. Both terms include the word “selling,” but in reality, we do not sell on digital. People respond negatively to sales pitches through digital channels. Both terms refer to a process of connecting and engaging to start more sales conversations with qualified buyers.   According to an EY study, companies

Today digital sales as the main route to customer engagement is growing rapidly. Remote working, data, technology, and buyer preferences are some of the things driving this change. While digital in the sales process is exciting, it can also prove to be a hurdle in how sales leadership map out a sales growth strategy to encompass this new reality. The carrot is that digital is a game changer for sales organizations that embrace it. Research shows that organizations who champion digital channels in their sales programs are growing by a factor of 5 over their competitors and have almost a third better customer acquisition results. To win in digital sales, leadership will have to rethink the use of traditional selling channels alongside reviewing the customer experience across every touch point for the buyer and the salesperson. These digital implications are now critical in how any sales organization goes to market. Add into the mix that analytics, AI, and machine learn

  There is value to be found by marketing your products on social media. With eCommerce becoming more popular in the wake of COVID-19, more people have grown comfortable with purchasing items via social media. Based on   CMS Wire , 40% of customers have purchased items via Facebook, with 13% doing so via Instagram and 12% via Pinterest in 2021 alone. But how do you write product descriptions which social media users will find captivating enough to follow through on your sales pitch? Different Social Channels Require Different Types of Content Depending on the social media platforms you promote your products on, you will need to adapt your content strategy. Some platforms are friendlier to visual content than written blog posts or status updates. The right type of content will be required for different platforms if you want to differentiate your marketing strategy and reach more people. Here’s what you should keep in mind as you start writing your product descriptions: Facebook   – This

How to sell in the digital era has become somewhat more complicated. So, salespeople and businesses need a different approach if they are to flourish in the new world or way of sales. Selling is all around us and buyers are being bombarded with emails, phone calls, social media messages, connection requests etc. How does a salesperson or business differentiate themselves in a noisy market? With more access to information, the B2B buying process has become longer (an average of 4 months to close a new customer) and involves more decision makers (an average of 6.8 buyers). To effectively navigate the new buyer’s journey, sellers need to leverage digital platforms to find, engage and connect with the modern buyer. Are you doomed to fail? While many companies are figuring out how to sell in the digital era, many salespeople and organizations are struggling where to go next. Outdated sales techniques, internal politics, unclear sales strategies, lack of relevant sales t

Traditional sales methods have diminishing returns and tactics such as cold calling have become an unwelcome intrusion in the buyer’s journey. To sustain business success, sales and marketing professionals need to adopt digital techniques as part of any efficient selling strategy. Social selling skills are transforming sales, prospecting and lead generation. The Digital Sales Institute course in Social Selling is ideal for a variety of sales professionals, from inbound and outbound consultants and reps, to business development executives, account managers and sales team leaders. If you want to enrich your selling techniques, develop your digital capabilities, and maximize your career potential, this course is for you. What the Course Covers Introduction to Social Selling The introduction module will help you understand what is social selling and why you should use it in your sales process. It answers questions such as; “Who is your customer?” “What is their ne