Description
Digital selling is the ongoing process of leveraging digital channels to find, engage, and connect with prospective buyers. The goal is to build relationships on digital platforms and turn online connections into offline sales conversations.
The modern buyer is savvy in their approach to identifying potential sellers. Salespeople who effectively apply digital selling techniques digitally touch the sellers many times. The process requires a mindset shift to use these digital channels to provide value, develop trust, and build relationships with sellers.
Sales professionals who are successful at digital selling have a Digital profile that uses customer-centric messaging to address the specific challenges the sellers face. Additionally, a digital seller’s profile consistently leverages digital assets, which include videos, case studies, research reports, testimonials, and others. These content assets serve to deliver value to the prospective seller.
Digital selling professionals establish a regular sales cadence so that their approach is consistent, authentic, and effective in engaging the modern seller to start more sales conversations.
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