The COVID-19 pandemic has changed the way we think about and do a lot of things. One of the biggest changes that came about was virtuality. Zoom and Teams calls, working remotely, getting client approvals via WhatsApp or Slack, and virtual selling are the new norm.
When we talk about selling in particular, there are many new statistics that indicate why the future of selling is indeed digital.
Let’s take a look at some of the key statistics.
- The Gartner Future of Sales 2025 report predicts that, by 2025, 80% of sales interactions between B2B suppliers and buyers will take place via online channels.
- LinkedIn’s Global State of Sales report indicated that 74% of sales professionals say their organisations plan to invest more in sales intelligence tools.
- More than two-thirds of sellers believe that social media is integral to their sales success, according to research done by OgilvyOne.
- The top growth area for sales teams is AI, according to Salesforce.
Why the Future of Selling Is Digital
Digital selling is replacing the old-school way of selling in various ways, and for obvious reasons – technology is constantly evolving. But what exactly is digital selling? According to leading sales experts, digital selling can be defined as the process of using digital assets to identify or find, engage, and drive more sales from prospective buyers.
Failing to incorporate digital selling into your business is like failing to incorporate a social media strategy – you will get left behind. Your potential buyer is digitally focused and you need to be too. So, how do you do it? First of all, your goal should be to turn your audience into buyers. Just like traditional selling, digital selling is responsible for driving revenue. The difference lies in how it is done. Making use of digital sales tools is an all-important success factor. According to the marketing, sales, and service platform HubSpot, new business can be won by the use of CRM systems, content management platforms, lead-generation resources, social platforms, and a variety of communication methods.
Digital selling focuses on a holistic approach whereby content is being created and distributed by everyone – from an organisation’s content creators, social media sellers, and salespeople.
Our top 3 tips for making digital selling work for you
1. Use the right digital tools
There are a lot of tech tools out there and it is easy to get overwhelmed by the options. Choosing the right tools for your business is key. The top tools are a lead-generator resource such as LinkedIn Sales Navigator, and a customer relationship management (CRM) tool such as Hubspot. You also need to ask yourself where your customers are spending their time online. Is it Facebook, Instagram, Twitter, or LinkedIn? Your conversion rate will increase if you know where to find your prospective customers.
2. Be active on social media
How good is your social media profile? If it’s not up to scratch, make sure you spend some time developing a great presence in order to attract new leads. LinkedIn and Facebook are especially important. If you establish yourself as an expert in your field, customers will take you seriously. Read our blog, ‘This Is Why a Social Media Strategy Is Important’ here.
3. Have a content strategy in place
The saying “content is king” has never been truer. We are all aware of the fact that awareness, consideration, and decision-making or planning are all important phases in a customer’s journey. Your content should be created for each of these phases. Valuable content (with clear calls to action) is a crucial step to gaining customers’ trust and ensuring good seller-buyer relationships.