Digitalization in sales

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.