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?
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.
Creating the resources and framework for sales teams to succeed is a top priority for any growth-oriented company.
We work with you to build an enablement strategy that addresses your team’s current gaps, prioritizes your resources, and creates a blueprint to help you reach your goals.
Shifting away from the sales and marketing silos of the past is hard.
That’s why you need help developing everything from team Service Level Agreements (SLAs) to lead handoff processes to shared reporting.
Our expertise lies in aligning these two departments around customer acquisition, supporting your company’s growth every step of the way.
55% to 75% of CRM implementation projects fail. Our goal is to help you get the most out of your technology investment.
We optimize your CRM implementation to streamline your sales process by:
- Setting up custom reports, KPIs, and dashboards that align with your growth plans
- Creating real-time visibility into the health of your pipeline
- Training your team to use the system so they can hit the ground running
Your prospective customers have high expectations for your salespeople. They expect them to be effective digital communicators and expert problem solvers within your industry.
We work with your sales team to transform their digital presence on LinkedIn and other social platforms, helping you build trust and credibility with your target customers.
One of the best ways to ensure your team has a clear understanding of your sales processes, goals, and expectations is to build a Sales Playbook.
Our team will create a playbook that lays out clear objectives, identifies metrics for measurement, and provides a consistent framework and approach for closing business.
Salespeople and marketers alike have unprecedented access to communicate with buyers today.
We help your team adapt by mastering social platforms like LinkedIn. These new skills will help them find, connect, and build relationships. Your business will benefit from an increase in sales ready leads.
Want to boost productivity? Sales teams need ongoing support and development. Otherwise, how will they get better, sell faster, and become more productive? Our team provides the coaching and mentorship required at all levels (Rep, Manager, Director, VP) to support your sales strategy.
Some examples include:
- Leadership coaching and support
- LinkedIn sales effectiveness
- Social selling
- Account-based selling
Is This a Fit For Your Team?
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.