Digital Sales Transformation

"There is a difference between having a sales team and being a
digital sales organization."

Are you going to hit “the number” this year?

Have you stopped to think about why you might be struggling to achieve your revenue goals more now than before?

Today’s buyers are better informed, interact with you later in the sales cycle, and have higher expectations of your salespeople. What have you done to address this shift in buying behavior?

What is Digital Sales Transformation?

Sales Transformation provides your sales team with the best skills, tools, and sales infrastructure to become more effective. At its core, it involves aligning your organization, modernizing its processes and resources to support sales in driving revenue growth. All while catering to the modern buyer’s journey.

Sales teams that use modern digital strategies achieve 66% higher quota attainment than their traditional selling peers.

-Source: CSO Insights

Why is this so important?:

According to Gartner, today’s buyers do 83% of their buying research before they even engage salespeople. If you’re lucky enough to be shortlisted among two or three vendors, that now means that your salespeople only have 4%-6% of the buying journey to impact the buying decision. To meet buyers’ changing expectations, companies need to shift their mindset around how their organization sells.

Teams that build relationships on digital platforms convert online connections into real-world sales conversations. The right process, technology, and content make it easier to adapt to how modern buyers make decisions. This focus of supporting the modern buyer’s journey makes purchasing your solution easier at each stage of the buying process.

What’s involved in transforming my team?

We take an objective lens and perform a formal assessment of all of your revenue-generating activities. We conduct a detailed review of your sales, marketing, RevOps, lead generation, talent, content, and digital presence.
The next step is to identify the gaps in these processes and then build you a blueprint of recommendations to tackle them. Once you have decided on an implementation model that fits your organization, we get to work.

Our focus is on modernizing the infrastructure and processes in areas such as sales process, lead generation, sales enablement, metrics and measurement, sales and marketing alignment, team productivity, modern digital selling, and much more.

What impact can Digital Sales Transformation have on my organization?

Reshaping your organization to be more productive and stay relevant in the eyes of today’s buyer is critical for any company focused on growth. A transformation initiative can:

  • Drive Revenue Growth
  • Increase sales team productivity and sales conversion rates
  • Shorten sales cycles
  • Improve forecast accuracy
  • Solve sales and marketing alignment issues
  • Increase sales yield per sales headcount
  • Create more sales presence on digital platforms.
  • Increase ROI on your investments in technology (CRM, LinkedIn Navigator, etc.)

Did you know?

84% of sales reps achieve their quotas when their employer incorporates a best-in-class sales enablement strategy.

-Aberdeen Group
Sales and marketing misalignment costs businesses $1 trillion each year in decreased sales productivity and wasted marketing efforts.

-Hubspot
75% of B2B buyers and 84% of C-level or vice-president level executives use social media to make purchasing decisions.

-IDC

How We Help

Our Core Services

Connecting with modern buyers involves a shift in mindset, skillset, and tools. It’s about shifting your mindset from “selling to customers” to “helping them buy.”

We work with you to build and execute a plan to modernize your sales and marketing functions. The result is the blueprint you need to connect with modern buyers that includes everything from high-level strategy down to daily tactical activities.

Our goal is simple: to help drive double-digit growth for your team.

Is This a Fit For Your Team?

You’re Missing Your Forecasts

You struggle with predicting short and long-term sales performance. You’d like to see a more consistent, structured approach to how your sales team manages opportunities, but you aren’t sure where to start.

Customers are Deciding Without You

You hear about deals your competitors win, but you’re consistently not included in the customer’s buying process. Your salespeople stare at you blankly when you ask why they weren’t included.

Lack of Sales Process

You don’t have a clearly-defined sales process that is documented and maintained. As a result, you lack visibility into the health of your sales funnel.

Not Enough Sales Leads

Your team spends too much time on non-revenue-generating activities. You need to boost productivity, but time-consuming, repetitive manual tasks eat up valuable selling time.

You Know You Need To Evolve

You recognize that the buying process has changed and your company needs to evolve to remain competitive.

As a leadership team you lack the bandwidth and resources to implement the changes yourself. Simply put, you just need some help.

Deals Keep Slipping Away

Your deals are slipping from quarter to quarter with no real insight as to why. To top it off, you’re tired of hearing salespeople say, “I’ve left him a voicemail to follow up,” only to find out later that the prospect bought from a competitor.

You’d like to help your sales team get better at managing opportunities but aren’t quite sure where to start.

Your Team Doesn’t “Get It” on LinkedIn

Your competitors’ salespeople have great LinkedIn profiles. They participate in groups, engage with prospects, and are enthusiastic about how they can help potential customers.

Your teams’ profiles read like resumes; half of them don’t have photos, and not one person has ever shared a company post.

Not Supporting Your Buyers’ Journey

Your sales team is not equipped with the content they need to add value and build trust with prospects at each stage of the buyers’ journey.

Your salespeople are still dependent on ineffective pitch decks and product-based marketing collateral to win deals. They struggle to understand the challenges your buyer is trying to navigate and how your product can uniquely solve these challenges.