The invention of the internet has significantly changed the landscape of many industries. Business today has changed and evolved in just about every aspect. Many of the techniques and strategies we used to sell and promote our products and services aren’t as effective today as they once were. Consumers - including B2B customers - now rely heavily on the digital arena to make buying decisions.

So, how can you leverage the digital world to make more sales, easier, for your organization?

In today’s training episode, I discuss the art and science of selling in the digital world. I discuss how the internet has impacted B2B sales and purchasing decisions and the four ‘I want’ moments that drive all online behavior. I discuss how changing your mindset to think like a digital marketer can improve your ability to close sales. I also explain what digital thinking means, why selling in today’s digital world requires digital thinking, and the seven things that all leading digital marketers consider when trying to reach more customers and make more sales.

“To sell to a B2B customer who buys like a consumer, we need to think like digital marketers.” - Steve Bookbinder

This week on Food For Thought Lunchbreak:

How salespeople can make more sales by thinking digitally
The difference between empathy and ROI and how focusing on them can impact your sales
Identifying your mission as a sales representative
Restating your goals as problems to be creatively solved and how it helps you prioritize your goals and improve your time management skills
Understanding how your customers make purchasing decisions
Reframing your mistakes as opportunities to learn and improve
The difference between optimizing your performance and scaling your results
Why the key to optimizing is to test new ideas and techniques
The concept of scaling through networking

4 Steps to Start Selling in a Digital World:

Rewrite and rehearse your elevator pitch with a renewed focus on passion and empathy.
Ask every prospect about the details of the last time they made a decision to buy something similar to your product or service.
Ask them what they’ve done so far about addressing their challenges - and why they haven’t bought yet.
Remain open to learning.

It’s Time to Get More Sales

Thanks for tuning into this week’s episode of Food For Thought Lunchbreak with Steve Bookbinder. If you enjoyed this episode, head over to Apple Podcasts, subscribe to the show, and leave us an honest review. Don’t forget to follow us on Facebook, Twitter, and Instagram and share your favorite episodes on social media.

And for more great content, news, and information on sales and marketing, be sure to visit the DM Training website.

Food For Thought Lunchbreak with Steve Bookbinder is produced by Auxbus. You can create your own great podcast - faster and easier - at Auxbus.com

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