Cours 4 - How Sales Team Can Thrive In A Digital World ?

Question 1

Digital is taking over tasks such as

Answer 1

Information sharing

Order taking

Question 2

Sales organizations can survive and thrive by responding to

Answer 2

The changes digital brings to

• products
• customers and salespeople
• sales Channel

Question 3

Products

Answer 3

Leveraging digital as part of the offering

—> use digital tools to add value in the customer’s buying journey

Question 4

Digital tools can help buyers

Answer 4

Find solutions
Compare alternatives
Assess the ongoing value of their purchase

Question 5

Customers and sales people

Answer 5

Embracing digital natives as buyers and sellers —> more informed customers shift power

Question 6

As more informed customers shift power, companies can respond in 3 ways

Answer 6

• can influence their online presence and persona
• sp must focus on discovering what customers have learned through their pre buying research
• by implementing more creative and diverse approaches to team motivation and management

Question 7

Sales channel To make multi channel connections work companies can

Answer 7

start by designing a channel mix that fits the situation

—> allows you create a consistent buying experience

Question 8

Channel mix

Answer 8

• smaller customer with straightforward needs

- large customer with more complexity

Question 9

Smaller customers

Answer 9

Online platform

Question 10

Large customer

Answer 10

Fields sales

Inside and sales digital

Question 11

Data driven approach

Answer 11

Using analytics to power sales decisions and processes

Question 12

Ex of social media selling tools

Answer 12

Hearsay Social

—> gives you total visibility and align your brand

Gives you central dashboard to monitor messages