Digitalization and Artificial Intelligence in Sales

Definition of digital sales

• Distinction Between and Collaboration in Marketing and Sales
• Digital Sales Methods and Channels

What has changed?

• Changes in Customer Behavior and the Purchasing Process
• The Sunday-Monday Gap: B2B Buyers Expect Digital Convenience
• From Push to Pull Sales

Marketing, Sales, and After-Sales Service as an Integrated System

• How Marketing, Sales, and After-Sales Work Together as a Revenue Engine
• The Lead Qualification Pipeline: Lead, MQL, SAL, SQL
• Hand off leads at the right time
• Funnek Management: The Actual Purchasing Process, from the Initial Search to the Final Purchase

Target Customers, Buyer Personas, and Psychology

• Target Customer Profile and Basic Buyer Persona Concept
• Buying Center - Purchasing Decisions Are Group Decisions
• Identifying and Leveraging Behavioral Preferences - INSIGHTS MDI(R)
• Benefit Matrix and Value Proposition
• The Search Behavior of Potential Customers Throughout the Customer Journey
• Personalizing Content and Messaging Throughout the Customer Journey

Combining Inbound and Outbound Marketing

• Inbound vs. Outbound—The Right Combination
• Goal Force: Marketing and Sales as One Team

Content in Digital Sales

• The Importance of Content in Digital Sales
• Content Throughout the Purchase Process

Artificial Intelligence in Sales—Your Digital Assistant

• The three types of AI—and how to use them in sales: analytical AI identifies and prioritizes, generative AI creates content, and agentic AI handles routine tasks.
• Using generative AI tools like ChatGPT and Perplexity strategically in everyday life: Create content, outreach messages, and follow-up emails faster and with greater accuracy.
• A New Approach to Lead Prioritization: Scoring Based on Purchase Probabilities and Intent Signals Instead of Rigid Point Systems.
• Agentic AI as a digital colleague: Delegate appointment preparation, CRM management, and follow-ups to AI agents.
• Reflection: AI enhances empathy, it doesn't replace it—where AI saves you time and where humans make the decisions.

Lead Generation and Lead Development

• Acquiring New Customers in the Age of Digitalization
• Lead Nurturing, Lead Scoring, and Lead Routing
• Social Selling & LinkedIn - The Digital Suit
• Identifying and Leveraging Sales Signals and Intent Data

Digital Selling in Practice

• The Sales Process in the Age of Digitalization
• Sales Automation Across the Sales Stages
• Systems: CRM, Marketing Automation, and Sales Tech Stack
• The Currywurst-and-Fries Effect: Why It's the Combination That Makes the Difference