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