What is digital selling?

Digital selling is a continuous process of leveraging digital channels to reach out to, engage, and connect with prospective buyers. Relationships are forged on digital platforms, and sometimes these online connections lead to offline sales conversations.

Additionally, your prospects can interact with your sales team through several sales channels (omnichannel), find what they need, and ultimately place an order.

1. Encourages Collaboration at every step

Digital selling has empowered people within organizations to work as a team, thus capitalizing on the power of Collaboration. Technology now plays an important role in encouraging Collaboration. The digitization of data (BI & AI predictive analysis) and CRM allow information from all departments to be centrally located in one place. It gives your sales better access to data such as customers' purchase history or prospect's inquiries history. Such data helps Sales personalize their approach and impact prospects and customers.

There is no denying that your sales teams must evolve. Technology makes team collaboration more accessible and more intelligent. Additionally, you should invest in technology like automation and artificial intelligence. These functions are becoming ever more prevalent in the sales process.

2. Reliable data backup intrigues better results

A lot of sales insights are now attainable with advanced analytics. The sales team does not utilize these insights because those data are presented in a very complex way. 

Invest time working with your sales team to develop insights that help them sell more effectively. Provide your sales team with a one glance view report of these insights (BI & AI) - from what is most important in advancing a sales opportunity to what sales struggle with or misses. Sharing these insights with your sales team will generate great results. Therefore, make them available in your CRM so that your sales can keep track of their progress, with these insights, allowing them to formulate their next plan of action.

3. Enables close anticipation of user demands

In order to meet your customers' new buying preferences and successfully sell digitally, you and your sales team must adopt a digital mindset. The Gartner Future of Sales 2025 report predicts that by 2025, 80% of B2B sales will be conducted via digital channels.

Your B2B prospects also require human touchpoints and highly personalized communication. To achieve the most success from digital selling, you need to determine how to deploy your sales across channels (both online and offline; both digital and human touchpoints) to assist prospects and provide support when it is needed most. This way, you can gain a better understanding of what your customers want and can anticipate their needs. Thus, providing a more meaningful online and offline experience.

Final Thoughts

It's never been more critical to understand the value of the shift to more digitally-driven interactions. Thus, how you present your solution to your prospect become crucial. Creates different kinds of digital assets useful for your prospects, something that attracts their interest and speaks about your solution. These assets must be bite-size and are translated into their language, in non-technical terms, in their preferred channel, geared toward their unique business. This will help your sales to engage and stay connected with them digitally.

Grow better with Zooloo, we are happy to help you get started with digital transformation, please contact us at sales@zooloo.asia.

• Pick up some marketing tips from our “How to” blog series 
• Read about The Digital Transformation Journey
• Learn more about our “Digital Backbones”

Tags: #CRM #MicrosoftDynamics #digitaltransformation #B2B #digitaladoption #digitalintegration #digitalsolutions #wholesaletradesector #wholesaletrade