logo-hypcccycl
Log in
  • Home
  • Upcoming Game
  • Recordings
  • Exclusive Content
    • Whitepaper 1
    • Whitepaper 2
    • JMM™ Codexes
    • GTM Slack
  • About

Digital Landscape Overview: How Does It Affect Sales?


Explore All Blog Posts Share

November 11th, 2021

Digital Landscape Overview: How Does It Affect Sales?

The digital landscape is the term used to refer to the virtual world, where many of us spend the majority of our lives these days. The digital landscape is comprised of every social media channel, video streaming service, online store and website on the net, and it has a direct impact on consumers.

How Does the Digital Landscape Change Selling?

The digital landscape has given rise to the new age of digital marketing, techniques used to capture the attention of consumers in the environment where they already spend most of their time- online.

The digital marketing landscape focuses on developing relationships through multiple virtual touchpoints in the online world. You might connect with your intended lead through everything from social media, to blog posts and guest posts on other websites, or even through email marketing.

For sales to thrive in a digital landscape, the focus needs to be on building emotional connections. In a digital world, consumers don’t have the opportunity to interact with a human being and develop a sensation of trust. This means that they need companies to go above and beyond to make them feel special when they’re online.

To survive, sales teams in the digital space need to emphasize personalized, emotional content experiences, built on the channels customers use most often. Remember, 74% of customers say they feel frustrated when website content isn’t personalized. Not only does engaging content help to improve the amount of time a customer spends on your website, improving your SEO and increasing domain authority, but it can help to encourage a more important action too: a purchase.

The Shift to Customer Obsession

As salespeople continue to recognize the value of creating “meaningful moments” for customers online, new trends are beginning to emerge. Market analysts like Forrester predict the next era of sales won’t be focused on simply “customer-centric” behavior, but “customer obsession.

In the future of the digital landscape, companies will need to commit to understanding the customer, and being buyer responsive. This will both increase sales, and potentially protect the business from churn as customers abandon companies giving poor experiences.

So, how do companies shift to “customer obsession”?

One of the first steps involves taking a “help first” and “sell later” mindset. Rather than focusing on the traditional idea of “closing at any cost”, professional salespeople must think about how they can prove their value to the customer before trying to sell anything.

Today’s customers are looking aggressively for solutions to their problems. If a salesperson can show they understand that issue and know how to fix it, they’re more likely to capture consumer attention.

Aligning Sales to the Customer Journey

In the age of the digital landscape, sales must align with the buyer’s journey.

Unfortunately, this requires significant planning and preparation, as the modern “buyer journey” is growing increasingly complex. Today’s consumers don’t just search for a product online and click the “buy” button. They do their research, looking for videos where they can see the product in action, and reading reviews from other customers.

To ensure a sale, sales teams therefore need to understand the steps that customers take when making a purchase and produce strategies for each part of the transaction. For instance, sales teams might use:

  • Case studies to demonstrate the abilities of a product
  • Testimonials, reviews, and quotes as social proof
  • Demonstrations and video demos to show the product in action
  • Advice on how the product can address specific needs

This new trend of creating sales experiences to match the customer journey will also require a closer connection between sales and marketing teams. In the past, marketing and sales used to be two highly disconnected concepts. Now, the digital environment requires marketing professionals and sales experts to work in tandem to create the personalized experiences 90% of consumers want.

Companies with tightly aligned sales and marketing teams can develop deeper inside knowledge of the target customer, allowing for more personalized and successful campaigns. Sales teams can inform marketing staff on what generates sales most effectively, while marketing teams can offer content for sales teams to use in their pitches.

Adding other groups from the business to the discussion, such as product development teams, and customer service groups, can help to create a more aligned strategy for end-to-end personalized experiences.

Creating a Digital Sales Strategy

In the digital marketing landscape, and the wider digital landscape overall, the right strategy will be essential to a company’s ongoing success. There are countless avenues available where salespeople can now reach the customers they most need to connect with. This means significant experimentation will initially be necessary to determine which strategies work best.

Once sales plans are implemented based on the customer journey, constant evaluation and analysis will be necessary to ensure companies can keep up with the changes in buying trends. The digital world allows for the transformation of customer expectations at a much faster rate.

Fortunately, if companies invest in the right tools, internal connections between teams, and planning, they should have what it takes to survive in the digital landscape.

Read also:

How to Make Cold Calling Fun: Easy Ideas

6 Sales Competition Ideas to Motivate Your Team

Previous posts

January 22nd, 2023
5 Sales Success Tips to Improve Your Business Results

Over the years, countless professionals have shared their own “sales success tips”, designed to boost revenue, increase conversions, and generate stronger customer relationships.

Read Now
January 21st, 2023
Finding Motivation to Sell: How to Boost Sales Motivation

Figuring out how to create and preserve sales motivation can be tricky. Even the most committed and experienced sales professionals experience a dip in drive from time to time.

Read Now
January 20th, 2023
How to Respond when a Client Asks You to “Do It Cheaper”

Knowing what to say when a client asks you to “do it cheaper” is becoming increasingly important in today’s competitive business landscape.

Read Now
Explore All Blog Posts
logo-footer-new

VandaliZing B2B since 2020

  • Terms of use
  • Cookie Policy
  • Privacy Policy
  • Blog

    Give us your email to access the full portfolio

    Cancel

    Thanks for your interest in becoming a client

    You now have 24 hours to access your safety deposit box.

    Done

      Give us your email to access the full portfolio

      Thanks for your interest in becoming a client

      You now have 24 hours to access your safety deposit box.

      Done

        Drop us your name and email

        Cancel

        You passed the first test

        You have obviously decided to disrupt yourself or your brand. The lamp you’re about to rub contains all the world’s secrets. Not really but you are about to see some savage agency work that we are pretty proud of. We’ll be in touch.

        Got it

          Attend

          Have you ever watched a fish ride a bicycle? We are hoping it's a bit more like Bo Jackson or Michael Jordan. Don't miss out on all the actions as GTM Leaders cross train cross function.

          Cancel

          Warm up your popcorn

          Prepare for disruption.

          Suspend disbelief

            Achtung! ☢️

            To attend GTM Games, please authorize yourself.

            LINKEDIN ACCOUNT
            By authorizing yourself on this website, you agree to HYPCCCYCL’s Terms & Conditions.
            For questions, please contact hello@hypcccycl.com.

            Thanks for your interest in becoming a client

            You now have 24 hours to access your safety deposit box.

            Done

              Achtung! ☢️

              To relive the GTM Games, please authorize yourself.

              LINKEDIN ACCOUNT
              By authorizing yourself on this website, you agree to HYPCCCYCL’s Terms & Conditions.
              For questions, please contact hello@hypcccycl.com.

              Thanks for your interest in becoming a client

              You now have 24 hours to access your safety deposit box.

              Done

                Achtung! ☢️

                To unlock exclusive GTM content, please authorize yourself.

                LINKEDIN ACCOUNT
                By authorizing yourself on this website, you agree to HYPCCCYCL’s Terms & Conditions.
                For questions, please contact hello@hypcccycl.com.

                Thanks for your interest in becoming a client

                You now have 24 hours to access your safety deposit box.

                Done

                  Drop us your deetz

                  Cancel

                  Thank’s for your application

                  Students will be assessed on a first-come, first-served basis. Spaces are limited to maintain optimal cohort size.

                  Got it

                    Drop us your name and email

                    Cancel

                    Thank you

                    Your request has been submitted and you will receive an email shortly

                    Got it

                      Drop us your name and email

                      Cancel

                      Thank you

                      Your request has been submitted and you will receive an email shortly

                      Got it

                        Become a sponsor

                        GTM Games is the most disruptive B2B event series ever conceived

                        We’re constantly scouring the globe for top SaaS players within our GTM ICP that share our vision for unifying Sales & Marketing. 9 days of exposure, over 1,000 enriched audience leads, and tens of thousands of eyeballs makes this one of the highest value sponsorships in all of B2B. Drop us a line.

                        close
                        Request sent

                        We are so excited to talk shop with you about partnerships! Stay tuned; we will be in touch shortly.

                        close
                        X