Contents
Definition of digital sales
- Differentiation and cooperation between marketing and sales.
- Digital sales methods, digital sales channels.
Introduction of digitalization in sales
- Changes and challenges in digital sales/sales 4.0.
- Influence of digitalization on sales.
- Changes in customer behavior and the purchasing process.
- Channels for customer contact - Communication 4.0.
Exploiting the opportunities of digitalization in sales
- Developing ideal customers - the basic buyer persona concept.
- Basics of the benefit matrix.
- Recognize the search behaviour of potential customers.
- The importance of content in digital sales.
The customer contact points in digital sales
- The "new" sales channels of digitalization: Internet, social media & co.
- The buying process of potential customers in digital sales.
- Potential of the business platforms Xing & LinkedIn.
Lead generation and lead development in digital sales
- Acquiring new customers in times of digitalization.
- Lead and customer development processes - lead nurturing.
- Lead/customer qualification, lead scoring and lead routing.
Digital Selling
- The sales process in times of digitalization.
- Sales automation of the sales phases.
- The extended sales funnel in digital sales.
Learning environment
In your online learning environment, you will find useful information, downloads and extra services for this qualification measure after you have registered.
Your benefit
Digitalization not only offers challenges, but also considerable potential for your sales. New channels provide access to information and new customers.
- You will learn about the challenges and opportunities of digitalization.
- You recognize the potential for your sales and marketing and can derive the appropriate measures.
- You create a detailed objective, prioritization, implementation plan and list of requirements for your marketing.
- You make yourself and your sales team fit for the age of digitalization and lay the foundations for competitiveness, increased sales and growth.
- You will receive concrete tools and practical tips to increase your sales success.
Methods
Trainer input, case/best-practice examples, exercises, discussion, group exercises, exchange of experience, work aids, checklists.
Recommended for
Specialists and (junior) managers from B2B sales, sales and marketing, sales persons, sales managers, key account managers, product managers, managing directors and decision makers, sales persons with and without management functions, (key) account managers, key account managers, sales managers, internal sales staff, area sales managers and regional managers who want to recognize the effects of digitization on sales and take advantage of the opportunities it offers.
Further recommendations for "Digitalization in sales"
Seminar evaluation for "Digitalization in sales"







1970
Start dates and details
Thursday, 05.06.2025
09:00 am - 5:00 pm
Friday, 06.06.2025
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.

Thursday, 03.07.2025
09:00 am - 5:00 pm
Friday, 04.07.2025
09:00 am - 5:00 pm
Wednesday, 24.09.2025
09:00 am - 5:00 pm
Thursday, 25.09.2025
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.

Wednesday, 19.11.2025
09:00 am - 5:00 pm
Thursday, 20.11.2025
09:00 am - 5:00 pm
Monday, 26.01.2026
09:00 am - 5:00 pm
Tuesday, 27.01.2026
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.
Tuesday, 21.04.2026
09:00 am - 5:00 pm
Wednesday, 22.04.2026
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.

Monday, 15.06.2026
09:00 am - 5:00 pm
Tuesday, 16.06.2026
09:00 am - 5:00 pm
Tuesday, 07.07.2026
09:00 am - 5:00 pm
Wednesday, 08.07.2026
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.

Thursday, 24.09.2026
09:00 am - 5:00 pm
Friday, 25.09.2026
09:00 am - 5:00 pm
- one joint lunch per full seminar day,
- Catering during breaks and
- extensive working documents.