MKTG. 112 (FINALS)SELLING IN THE DIGITAL AGE Flashcards
Selling in the Digital Age Key takeaways
*Digital technology has transformed the sales landscape.
*Building trust and credibility is crucial in the digital age.
*Leveraging technology is essential for sales success (social media, content marketing, digital tools).
*Customer-centricity is paramount.
*Efficiency and a trustworthy image are vital for digital sales.
Important Concepts of Selling in the Digital Age
*Trust
*Content Marketing
Technology
*Data-Driven Decisions
*Generalist Approach
Building trust through genuine listening, personalized solutions, and transparency.
Trust
Providing valuable content to establish expertise and build trust.
Content Marketing
Embracing technology to streamline tasks, improve efficiency, and enhance customer engagement.
Technology
Using data to understand customer behavior, measure results, and optimize strategies.
Data-Driven Decisions
Being versatile and adaptable to handle multiple tasks in the digital age.
Generalist Approach
Key Strategies of Selling in the Digital Age
*Listen to customer problems genuinely.
*Paint customers into the picture with a story, outcome, or possibility.
*Highlight brand uniqueness and address perceived “cons.”
*Invest in a strong website and social media presence.
*Use testimonials and reviews to build credibility.
*Prioritize high-impact tasks (80/20 rule).
*Know your ideal customer in detail.
*Use data to make informed decisions.
*Embrace a generalist approach.
A critical requirement for success in a career, defined as doing the right thing and doing it well.
Self-Leadership
Identifying the most likely customers and prospects.
Territory Analysis
Establishing priorities by setting clear goals and objectives.
Goal Setting
Categorizing customers and prospects based on their sales potential.
Account Classification
Executing the roadmap created in the strategy development phase.
Strategy Implementation
Creating a schedule of activities to achieve objectives.
Sales Planning
Optimizing routes and resource allocation for efficiency and customer satisfaction.
Territory Routing Plans
Using technology and automation to streamline tasks and enhance efficiency.
Tapping Technology and Automation
Assessment of Performance and Goal Attainment
Regularly evaluating progress and making adjustments.
Increasing customer value through collaboration and partnerships across different departments.
Teamwork
Digital transformation has revolutionized sales, shifting interactions from physical stores to online platforms.
Modern businesses rely heavily on online channels like websites, email, and social media to engage with customers.
Selling in the Digital Age
Digital Sales Overview
- Digital selling involves using online tools and platforms to reach and engage potential customers.
- Benefits include expanding reach, collecting data for analysis, and providing personalized customer experiences.
- Tools used in digital selling include websites, social media, search engines, email, and online platforms.
Key Sales Channels
- The slide lists five key sales channels: websites, social media, email marketing, targeted ads, and chatbots.
- Each channel is briefly described, highlighting its role in digital selling.
Key Sales Channels (Detailed)
- Provides detailed descriptions of each key sales channel, explaining their functionalities, benefits, and how they contribute to digital sales success.
Strategies for Success (Data Collection & Process Automation)
- Highlights two strategies for success in digital selling: data collection and process automation.
- Data collection helps businesses understand customer preferences and behaviors, enabling tailored marketing efforts.
- Process automation saves time and increases efficiency by automating repetitive tasks, reducing human error.
Strategies for Success (Personalizing Sales & Case Studies)
- Emphasizes two additional strategies: personalizing sales and leveraging case studies.
- Personalizing sales involves customizing offers and communications based on individual customer data, enhancing customer engagement and satisfaction.
- Case studies provide real-life examples of businesses successfully implementing digital sales strategies, offering valuable insights and practical guidance.
Sales Digitization
- Concludes the presentation by emphasizing the importance of sales digitization.
- Transitioning to digital sales is essential for businesses to keep up with evolving customer expectations, build a personal brand, and foster ongoing customer engagement.
- Digital sales strategies are no longer optional but necessary for business growth.
- Businesses that embrace digital transformation are better positioned to succeed in the competitive market.
Five Sequential Stages of Self-Leadership
*Setting goals and objectives
*Territory analysis and account classification
*Development and implementation of strategies and plans
*Tapping technology and automation
*Assessment and evaluation
Four Levels of Sales Goals
*Personal Goals
*Territory Goals
*Account Goals
*Sales Call Goals
Different Territory Routing Techniques
*Straight-Line Routing
*Cloverleaf Routing
*Circular Routing
*Leapfrog Routing
*Major City Routing
