Digital Selling and Sales Training Journal

Companies are developing digital selling strategies to align themselves to the rapidly changing face of “the buyers journey”. A digital selling strategy goes way beyond the use of tools or technology. The realization facing many leaders is that implementing digital selling strategies involves implementing a transformation or change management process.  This is because digital selling is really a behavioral or mindset change not just with the sales teams but across all customer touch points. The main question to be answered is how companies embed digital selling capabilities into the very DNA of the business. This question is important as B2B buyers are acting just like consumers more and more. Driving the change in the “buyers journey” is a combination of access to content and digital native comfort. These are having a transformational  effect on every aspect of the B2B sales cycle. To meet the needs this new reality, both sales and marketing must retool every aspect of their

Future of B2B Sales : The future of B2B sales is being impacted by digital, social media and the change in buyers behavior.Traditional B2B selling is changing fast. B2B sales and the impact of social media, data, connectivity, and technology are bringing a step change in how companies sell. These changes will help companies take a giant step that will take them way beyond all the traditional selling tactics. B2B sales are about to evolve like never before by embracing the advantages digital technology provides. In fact, leading companies are already pulling away from their peers in both sales growth and sales productivity improvement. Future of B2B sales There is no doubting that B2B buyers have moved the selling goalposts as they seek out information and content on products using the internet and social media. This has led to a rise in challenges for sales leadership, challenges such as: Re-evaluating their products and services to meet buyers changing ha