FOUNDATIONAL FRAMEWORK
1) Customer Experience
Assess gaps and prioritize use cases to optimize customer experiences.
FOUNDATIONAL FRAMEWORK
In five years’ time, the term “digital selling” will be a thing of the past. It will be the way businesses operate, capture data, and provide the best customer experience. Just like brick and mortar shopping evolved into a more lucrative e-commerce avenue, by 2040, 95% of all B2B purchases will take place through digital. But building organizational change around digital sales requires ownership and holistic acceptance to attain higher ROI and more efficient channel economics.
In this framework, we define what digital selling is and what it is not while providing 4 steps to best-in-class digital transformation:
1) Customer Experience
Assess gaps and prioritize use cases to optimize customer experiences.
2) Internal Capabilities
Align on the future state vision and design operational models to enable execution.
3) Technology and Process
Implement data, technology, and processes to support the vision for digital sales.
4) Activation
Deploy resources and sales plays through training and enablement.
Download the framework for a detailed look at these steps to build a digital selling engine.
DOWNLOAD THE FRAMEWORK
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