The Digital Sales Institute

Digital Sales Strategy and Transformation

A Digital Sales Transformation Strategy is about future growth, profitability, sales effectiveness and customer loyalty.

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Digital Sales Transformation

How we selling is changing. Digital sales transformation and learning modern selling skills impacts every business and salesperson who wishes to win the the digitally influenced sales process. Digital sales transformation includes sales training that accounts for how the sales process and buyers journey has changed completely. Plus the impact of research, data, customer profiles, digital selling, social selling and multi-channel selling has had on the salespersons role.

Digital Sales Transformation is about how salespeople’s sales capabilities and the salespeople’s competences need to be developed to address the “Digitally Connected Buyer”. It’s about meeting the changes in sales training, coaching, sales skills development and how we use digital tools to connect with customers ”.

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The Digital Sales Institute

Digital Selling Skills Gap

A digital selling strategy as part of a Digital Transformation program, impacts every sales activity and tactic across the entire business.
As a result, the demand for digitally savvy sales professionals with relevant and up-to-date selling skills is growing to meet buyer’s expectations.
In the pursuit of the sales skills needed in the digital economy, organizations need to look internally to assess what selling skills and digital sales expertise exists in their current workforce.
Digital sales transformation starts by identifying the current skills,  knowledge  and tools of the sales teams in engaging customers online. The Digital Sales Institute has a range of online sales training programs  that addresses the specific needs of an organization or salesperson to win in the digital era.

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The Digital Sales Institute

Sell the way Customers want to Buy

Old interruption based sales training and sales methods are declining in effectiveness.

“In the next 10 years, 57% of B2B purchases will be influenced by digital – Forrester”

Digital sales transformation and a digital selling strategy in both B2B and B2C markets is about using data and sales tools to pick up on the digital clues buyers are leaving on the social networks everyday. This offers every salesperson the opportunity to engage better with customers or prospects in sales conversations, via digital selling and in sales prospecting using social tools. Sales training for Students.
The traditional sales process, which we are all familiar with, has been made obsolete. In the world of sales, the most significant change is that digital connectivity, buyer knowledge and social media has put the power in the hands of the buyers.
Business leaders need to infuse digital sales transformation into the traditional sales process in order to develop, advance and maintain relationships with today’s tech savvy buyer.

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Make Digital Selling Part of your Sales DNA

Digital sales transformation is about embedding social data, digital sales and multi-channel selling into the genes of the organization for the long term. The companies who will win out in selling to the always connected buyer will create a culture that embraces the concept of being a “social business”.
For buyers, when seeking out vendors The Internet and Social Media is the go to channel for research. It is now so easy for potential customers to find out anything they want about your products, service (both the good and the bad) and even pricing. The self-educating buyer doesn’t rely on what your marketing material says as there are many places where they can get an unedited take on what it’s like to buy from you.
The challenge for companies is to use a digital sales transformation program re-tune their sales teams to this new world with online sales training courses.

Digital Selling Is Here to Stay

Today’s buyer is digitally-driven, mobile, socially-connected, empowered with unlimited access to real-time information about business problems, products, companies, competitors — about all sorts of things.
Also, buyers don’t have to rely on brands, sales tactics, interruption marketing  or salespeople for information, because they can find that freely on the web.

Only 3% of your target market is ready to buy right now- Gartner

So sales management and leadership need to help the sales teams to understand that the buying world, the buyer, the buying committee has dramatically changed.  It is online, on the social media networks, using data and sales tools that the modern sales force need to research, communicate, network and relationship-build. Sales training programs can equip them with  sales skills such as social selling, digital selling and modern sales prospecting.

Millennials now control over 56% of ALL B2B Buying Decisions