Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person (CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader (CPSL®)
Grow your impact as a certified sales leader
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
In a world where there are currently 4.39 billion internet users, every business is expected to be familiar with the core principles of digital marketing. Because people are consuming vast amounts of digital content, it only makes sense to promote the marketing and selling of products over the internet and other forms of electronic media.
Unlike traditional marketing and selling, the most significant benefit of taking the online route is that it’s more affordable. Plus there’s the added advantage of reaching a wider audience in a shorter time period.
As customers are gravitating towards the use of smartphones, mobile devices, tablets, and computers, digital marketers have gained the most ground. Traditional marketing is beginning to shrink, so businesses must adopt digital marketing and selling skills to stay abreast with current trends.
Digital selling skills for sales professionals
People can learn just about everything regarding a product or service with only a few clicks. If consumers are more informed, modern businesses must also step up their game. On top of that, they must aim to provide a better buying experience.
Selling in the digital era requires an understanding of available digital tools and technologies. It’s the ideal way to leverage your online presence effectively. But more than anything, a business is nothing without the people it employs. Therefore, digitally savvy sales professional are essential in order to reach, engage, and convert target prospects. Digital skills have become a non-negotiable necessity in the modern business environment.
How to become a digitally adept sales professional
How can you stand out in the crowd? Well, that’s simple.
Look different. Be unique.
To become a proficient sales professional, there are several concepts that you will need to focus on. The intention is to transit into someone who cannot be easily replaced. Ideally, you want to be a sales leader, not a follower.
So how can you do that? Here are a few things to keep in mind.
1. Learn new skills
With the sheer number of options available to the contemporary customer, competition is fierce in the digital world. A brand’s selling skills must be spot on to maintain its competitive edge. They should employ the right tactics and strategies for better negotiations and customer engagement.
And you can’t be satisfied with merely knowing the basics. The key to success nowadays is to embrace the ways of the ever-changing, fast-paced digital world. You must evolve along with technology and adapt to the current trends.
The digital world waits for no one. You must be ambitious enough to hop aboard. So learn how to sell and generate more leads. Take some courses or training and acquire the qualities that successful salespeople possess. Alongside the technological aspects, ensure that you have additional skills that businesses are on the lookout for, such as leadership, problem-solving, tenacity, etc.
2. Establish your presence on social media
Besides hiring the employees with the appropriate qualities and skills, brands need to maintain an active social media presence. Knowing which platform is the right one for your brand is essential. Depending upon the target audience, you need to know how and when to nurture the relationship with your customers.
While social media is an excellent way to promote products and services, it is also a practical way to improve branding and customer engagement. However, it’s vital to provide compelling content that attracts new visitors while retaining previous customers. It is an effective way to promote special events, promotional offers, discounts, sales, etc.
This leads up to the next point.
3. Utilize the right data analytics software
With the appropriate tools, sales professionals can measure as well as monitor the metrics about visitors and customers to their social media pages. It’s the perfect way of getting to know your target audience and personalizing customer experiences to match their preferences.
Data-driven companies are three times more likely to report significant improvement in decision-making. So salespeople need to track a considerable amount of information. Valuable insights about visitors and customers can help in organizing leads and making their selling approach more productive.
4. Ensure relevance and personalization
Marketing relevant products to create a personalized experience is necessary. That way, your customers can make decisions about your brand before a sales rep reaches out to them. Accenture states that 75% of consumers are more likely to buy from a brand that recognizes them by name, knows their purchase history, or makes recommendations based on past purchases. Consumers expect an effortless, personalized experience from online businesses.
So how can sales professionals improve their sales approach?
? Be prepared. Go into every sale being prepared with information about a client as well as industry trends. Come across as an intelligent person that has knowledge- not fluff.
? Is your sales pitch on the mark? Tools like email tracking allow sales representatives to understand what a buyer prefers and what he ignores. Future interactions can be tailored to derive positive results.
? Target the right people at the right time. Using information from analytics tools, sales reps can identify and focus on those leads that are more likely to end in a conversion.
5. Organize the data
The numbers from analytic tools are just that, if they are not used constructively. But there is more than monitoring page visits, bounce rates, demographics, and whatnot to becoming a proficient salesperson.
Managing and organizing vast quantities of data is the way to get ahead of the competition. This involves customer data such as name, contact numbers, phone calls, additional correspondences, emails, etc. Software such as contact management software (CMS) and customer relationship management (CRM) help record details about clients and track their interactions.
Companies can improve their sales and marketing approach by leveraging a more comprehensive range of data. For instance, CRM applications have helped increase sales by 29% and sales forecast accuracy by 42%.
6. Understand consumer intentions and interests
According to Google, 71% of searches begin with a generic query. That means people are merely searching for a solution to their problems, not a specific product or brand name.
For any sales professional to make heads and tails of this aspect of digital selling, they must have a background in SEM and SEO practices.
While a brand may employ an SEO agency like Setalks to manage aspects of digital marketing, the sales team can also research trending keywords. That way, they will have an understanding of consumer intentions and interests. And as they communicate with potential customers, their knowledge in this area will help them come off as a trusted advisor. This boosts the level of trust and loyalty.
Selling in the digital age is not as easy as it seems. But then again, it’s not impractical. With a little perseverance, you can create the perfect mix of digital thinking and networking.
Let’s keep it simple. Just think from a buyer’s perspective. That’ll get you on the same page as your customers. You can’t go wrong from there.
About the author