Digital Selling and Sales Training Journal

Sales Training Courses Information - YouTube : Sales Training Courses Information

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

Definition of Social Selling : Definition of Social Selling The definition of social selling is the process of engaging a defined audience, nurturing relationships and extending social reach via the social networks as part of the sales strategy. In essence, social selling is training salespeople to leverage the benefits of social media for one-to-one personalized communication with customers, influencers and prospects. It can be a powerful sales tactic in finding new customers, connecting with existing customers, uncovering insights and triggers plus to gather background information in understanding a customer’s business. Social selling is not really selling at all, instead it places its emphasis on building up connections, on influencing, on sharing information and content, to create a network effect, so more and more people get to know your company or brand plus to be seen as a thought leader in your industry.

Sales Strategy Plan : A sales strategy plan is your strategic approach to winning new customers plus developing and retaining existing customers. It also outlines in detail your sales goals and objectives for the period it covers including all the major marketing or sales tactics to be used. To create real, lasting growth for your business, you need to create your own grand sales strategy plan and then make it happen. The plan will outline in detail the who, where, why, when and how that will guide all your sales efforts for the period ahead. While your sales strategy plan should identify what your business will do differently to achieve the sales goals, it should also consider your capabilities. Capabilities such as the skills required, knowledge and the processes to carry out the plan. A plan without building these capabilities will struggle to achieve the desired results. Your sales strategy plan may be sound, but ask yourself, do you have the capability to make it work? Do

Creating a salesskills definition is unique to every business as they need to reflect the overall sales strategy alongside the expected sales activities of the salespeople.  Sales skills differ depending on inside V outside customer facing sales plus which part of the sales process a salesperson is involved with. Technology, social media, the internet and the digitally connected buyer has in effect driven the change in how we apply sales skills definition to a sales role. Sales Skills Definition This will bepersonal to each business. However, an overarching sales skills definition is the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a salesperson possess to enact the exchange of value between a buyer and the vendor. Sales Skills Reflect the Business Environment Sales skills will always reflect the prevailing environment and the buyer’s acceptance of

Social Selling Meaning : If a business can outline their social selling meaning in relation to the overall sales process, they are ahead of the curve in becoming a social business. In other words, they see social selling and digital selling as an integral part of their sales strategy. Many sales leaders still struggle to put into words their social selling meaning or may just not understand the role social selling now plays in everyday sales interactions. Well, social selling is social by nature and remember that buyers are human, and humans are social by nature. All of us as consumers like to get opinions and advice from those we trust when it comes to making purchases. The same now goes for the way we buy and sell in the B2B world. The reality is that social media has given us the resources (buyer or seller) to expand out how we get opinions and advice, making us all more savvy and educated in our buying decisions. Social selling meaning Social selling meaning The first

Cold Calling Techniques : Cold calling has evolved from a standalone blunt prospecting activity into a tactic that when combined with social selling and data is a powerful customer recruitment method. Not every business can rely or wait for inbound marketing to produce enough leads to grow revenue, so more outbound sales tactics need to be implemented, to reach out and engage potential customers.  It may surprise you but 1000’s of buyer meetings and webinar attendance have come about as a result of “cold calling techniques”, in fact the success rate of cold calling is improving not declining. Cold calling techniques Cold calling is NOT DEAD but it has evolved. The reason for the improvement in cold calling success is that it has become more data driven, more targeted and blended to work with social selling and social media. Cold calling techniques now form part of a planned sales prospecting strategy and not just a numbers exercise. Remember that selling is fundamentally