Need for Digital Sales Managers…
Time has come to hire Digital Sales
Managers (DSM). In my opinion the role of DSM could be defined as ‘Art and
Science of generating revenue through #DigitalMedia.’ In other words, the
process of identifying, prospecting, profiling
and need assessment by using various digital tools, platforms, channels
and analytics. These managers need to equip themselves with special skills to
sell and organizations must facilitate the specific training.
The Need:
#Socialmedia is changing how buyers
buy, how sellers sell, and how buyers and sellers interact. Thus it is
important that how sales teams make effective use of social media to gain better
customer insights, get access to difficult to reach buyers, and cultivate mutual
relationships with customers.
How to find Prospect:
Potential customers are already
talking about your product, solution or service and these are conversations
happening all around. These conversations, discussions and activities clearly are
leads. Some are direct leads and some are not. Tracking and monitoring these conversations using
#SocialMedia and other web analytical tools one can identify the prospects. There are various innovative ways
and means to engage with your target audience - it could be initiating
discussion or joining some groups or participating in forums in terms of adding
value by providing useful and usable information. E.g #twitterchats #linkedin
groups and #GoogleHangouts… Sales teams can effectively use these platforms to
network and build professional relationships.
Require Special Skills:
Selling to these leads requires entirely
different and unique skills. Knowing how to pull leads from the conversations that happen on various
#socialmedia platforms requires some knowledge and practice. Direct sales & product pitch may not work
here. Understanding the need of the prospect and communicating valuable
information that would solve his/her problem would translate into lead or sale.
The process may be little slow and intricate.
Conclusion: Typically we have Face to
Face sales teams and Inside Sales Team which predominately uses telephone and
e-mails. In this digital age there is a definite need to equip the Inside sales
team with all knowledge and expertise. Alternatively, identify people with
#digital skills to sell. This new skill will definitely will add a lot of value
in terms of identifying the potential customers and generating qualified leads.
PN: Some people may have the opinion
that #digitlamedia activities are considered as a typical marketing manager’s
job. Here I am trying to highlight how new age medium can contribute significantly to the 'sales process' and help Inside Sales and Field Sales Teams. Both marketing and sales
need to work closely to achieve desired results.
Your Feedback is important:
I would appreciate if you can give your honest feedback on the topic.
Do you agree with me and like this?
Also, please share your suggestions so that I can include that in my blog.
Twitter: @shenoyhs
LinkedIn: http://in.linkedin.com/in/shenoyhs/
I would appreciate if you can give your honest feedback on the topic.
Do you agree with me and like this?
Also, please share your suggestions so that I can include that in my blog.
Twitter: @shenoyhs
LinkedIn: http://in.linkedin.com/in/shenoyhs/
