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  • Vivien Koh

Selling in a Digital Age

๐ƒ๐ข๐ ๐ฒ๐จ๐ฎ ๐ค๐ง๐จ๐ฐ? ๐Ÿ•๐Ÿ–% ๐จ๐Ÿ ๐ฌ๐š๐ฅ๐ž๐ฌ๐ฉ๐ž๐จ๐ฉ๐ฅ๐ž ๐ž๐ง๐ ๐š๐ ๐ž๐ ๐ข๐ง ๐ฌ๐จ๐œ๐ข๐š๐ฅ ๐ฌ๐ž๐ฅ๐ฅ๐ข๐ง๐  ๐š๐ซ๐ž ๐จ๐ฎ๐ญ๐ฌ๐ž๐ฅ๐ฅ๐ข๐ง๐  ๐ญ๐ก๐ž๐ข๐ซ ๐ฉ๐ž๐ž๐ซ๐ฌ ๐ฐ๐ก๐จ ๐š๐ซ๐ž ๐ง๐จ๐ญ!


As technology continues to advance, buyers are becoming more connected in the digital world. Buyers can now find out anything they want about products or services online, with just the click of a button. This frequently has an impact on buyersโ€™ decisions to buy goods or services, thus it is crucial for your company to embrace digital sales strategies and techniques to align the selling process with your buyersโ€™ decision making process so as to engage buyers more effectively in an increasingly demanding landscape.


Digital selling leverages social media, analytical tools and collaborative mindsets in creating a seamless connection between sales, marketing and buyers. In digital sales, businesses reach potential buyers through online channels, educate them about the solutions or services they are offering, and present them with the solution options that will satisfy their needs.


๐Ÿ“Œ The Shift From Traditional Selling


Before digital selling, traditional selling was the go-to for marketers. Typically, traditional sales teams mainly handled their own prospecting and lead nurturing, which was time-consuming and ineffective on any significant scale. Because of the one-way flow of information from marketing to sales, neither the messaging nor the content can be fine-tuned to meet the specific requirements of each sales agent and each buyer. This makes it challenging to cultivate buyer connections through traditional selling, and a lack of understanding of buyer behaviour makes it hard to develop a successful sales strategy.


Thus, traditional selling cannot be your sole strategy for getting your brand out to your target market, as technology in the modern world has made it possible for companies to expand globally and engage audiences through digital sales like never before. This makes digital sales extremely relevant, especially for brands that cater to younger demographics.


๐Ÿ“Œ The Concept of โ€œSocial Sellingโ€


Social selling involves utilising your brandโ€™s social networks to connect with your buyers, and it allows your brand to find the right buyers, develop strong relationships with them, and ultimately help you reach your sales targets. This is done by providing thoughtful content and responding to buyer enquiries until the buyer is prepared to make a purchase.


Social selling is now a vital component of your company's operations and, ultimately, its success. Because it more closely resembles lead nurturing than a forceful closing technique, digital salespeople must be prepared to invest the time and effort necessary to consistently connect with their target buyers if they want to be successful with social selling. As a result, social selling isn't for sales representatives looking for quick wins. However it is more important than ever since social media is now used by over half of the world's population.


๐Ÿ“Œ Optimise Your Digital Sales Strategy


Embracing digital sales and optimising your strategies can help to improve the relationships your brand has with your buyers. Consider the following steps:


1๏ธโƒฃ Utilise your network for successful social selling

Buyers in your network are more likely to recommend your brand to others and leave you favourable reviews on social media and other online review sites. Increase your brandโ€™s credibility via buyer reviews and endorsements from your network, as these may determine how your brand performs in terms of digital sales. Leverage your brandโ€™s network to increase your brand awareness and credibility, so you can reach and convert as many buyers as possible.


2๏ธโƒฃ Improve your content marketing plan

Researching your audience in-depth and delivering content that connects with them based on that research is the greatest method to improve your content marketing strategy for digital sales. To engage your audience, try to concentrate on providing informational and practical, and ensure the content is succinct and to the point.


3๏ธโƒฃ Personalise your marketing efforts

It's crucial to establish and maintain new relationships with your target audience through digital channels. Paying attention to what your buyers share, like, or comment on, and continue to publish content they are interested in, is an effective method to nurture your network.


4๏ธโƒฃ Build a targeted network consisting of your target buyers

Engaging with your audience on social media is the greatest approach to build a targeted network. Do this by answering their comments, soliciting their opinions, and publishing relevant information for them to watch and share. By giving your target audience on social media something of value, you enable them to join your expanding list of prospective buyers.


5๏ธโƒฃ Strengthen your online branding

Digital platforms like social media and your website enable your buyers to learn more about your company, including your brandโ€™s history and the motivations behind your brand. Building a strong online brand and leveraging your online presence to actively connect with your audience can help to increase your digital sales.


You want to attract buyers who will keep going back to your business, not ones who make just one purchase and move on. Effective branding allows your buyers to relate to your brand and keep coming back, in turn increasing driving more digital sales.


๐Ÿ“Œ Fast Track Your Digital Sales With Us!


With the transformation of the B2B Selling landscape over the last couple of years, VKT and SMU Academy have jointly launched the Executive Certificate in Strategic Digital Sales Leadership for Singapore Businesses programme. Up to 90% Skillsfuture subsidy can be made available for mid career executives and SMEs.


Apply Now! The practical design of this programme will take you through the key elements of a Sales Leaderโ€™s role & responsibility, sales culture, recruiting & hiring, adopting the right sales compensation, sales strategy, sales coaching, and effective sales pipeline management so you will gain the skill sets and toolkits required to build a high-impact sales team.


Wait no longer and sign up now! You can also contact us for a coffee chat to discover more about how you may start your digital sales journey and leverage our expertise.


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