Digital Selling is Key to Winning B2B in COVID-19

Tools like Discovery.Org and Salesforce have helped sales teams become more effective and efficient, providing immediate data and allowing sales personnel to engage with entire teams – not just one lead. These tools help strengthen and elongate customer relationships and help sales teams execute outreaches more successfully. They also provide sales teams with the information necessary to offer customers specific, data-driven solutions – targeting tools or functions the organization may be missing, or are actively searching.

B2B buyers aren’t looking for a fully automated process with no advisory or conversation about the decision they’re about to make – they need the combination of digital self-service and the seller’s guidance. Sales personnel should be used to ‘finesse’ the deal, and offer purchasing support, product or service information, and provide answers to the buyer’s questions.

We work to ensure “authenticity” in all of our work and messaging. No one wants to be “sold to,” we want to be informed and guided through meaningful and relevant experiences. Authenticity can shine through conversations with sales personnel, personalized outreaches during the sales cycle, and … VIDEO! Showing buyers not only the features and benefits of your services or products, but also your company’s values and personality can provide necessary insight for prospective buyers in their search for preferred vendors.