How can you succeed in digital sales development?

A critical part of this process is to define what the persona means to your business context. One size doesn’t fit all when it comes to the content of a persona descriptor. You might also want to consider archetype descriptors and even different stakeholders if it reflects a more complex buyer target audience (such as many B2B) with several stakeholder involved in the buying process.

It's all starts with data gathering about your current POCs and DMs. The design the proper playbook for automation readiness. The perfect CRM will led your sales operations and management to new revenue heights. With a perfect crafted dashboard you will be able to have all the scorecards in one place to a broad analysis, and enabling higher level of confidence to take the right decisions.

Choosing the right channels is ultimately tied to conversions. What is even more important is to have a balanced portfolio of acquisition channels. Additionally, continuous reassessment of digital sales followed by testing and iterating the optimization strategy based on the performance data ultimately leads to influencing the conversion rate. When we just rely only on paid search (as an example) to acquire customers the costs of “duking it out” at the bottom of the funnel is going to be higher and therefore the pool of highly valued prospects is going to be limited. The intangibles of up-funnel investment are influencing the conversion rate, fostering customer compatibility and life-time customer value versus transactional customers.

To succeed in digital sales development through networking platforms, where sales personnel can connect with potential leads, industry experts, and decision-makers. Share valuable industry-related content to establish credibility and maintain regular engagement with your network. Actively participate in relevant groups and discussions to demonstrate your expertise. Leverage your connections for warm introductions and referrals. Use data-driven insights for prospect identification and personalized outreach. Maintain a consistent, professional online presence, and prioritize building genuine relationships over direct sales pitches. Effective use of networking platforms can expand your reach, nurture leads, and drive digital sales success.

It is very important to be "Top of Mind" and run multichannel campaigns consistently. I strongly emphasize the importance of having a multi-platform digital campaign versus a single platform ...just as an example here: A client only insists on running a search campaign at the bottom of the funnel. Not a good approach. Why? See your “ideal audience” is made up of individuals, and as individuals, they have unique media habits. Some people jump straight to Google anytime they have a question, while other people spend hours and hours every day on other channels or platforms. And they all move back and forth from one platform to another constantly all day. Today’s consumers are Omnichannel, and their buyer journeys aren’t linear.

Don’t be limited by technology when defining and ideate around the different dialogues you want to have with your customers. Have “green light” workshops to define the ideal future state and then look towards your technology ecosystem. Most advanced personalisation is possible, but we often limit our creative process.