Simply put Digital Media Sales means selling using digital media. But, don’t let the simple definition have you believe that digital media selling is just about digital marketing techniques such as SEO, content marketing, social media selling, etc. Digital media selling is a highly dynamic field with changes taking place on various fronts. Digital media selling is a continually evolving field due to changing buyer behaviors, digital disruptions, etc. impacting this field.
Some years ago, selling was done only in a physical sense with the sales reps being the only go-to experts before, during and after the sales process. But thanks to the digital revolution, sales and marketing have transformed. It is all digital now!
According to Hubspot, “Digital Marketing encompasses all marketing efforts that use an electronic device or the internet. Businesses leverage digital channels such as search engines, social media, email, and their websites to connect with their present and prospective customers.”
For effective selling, the sales reps need to understand the digital tools and technologies to leverage their online presence to enhance their reach, engage, and convert.
Therefore, in today’s competitive market, an organization needs to have a highly motivated sales team that is updated with the latest sales strategies.
How can an organization keep itself competitive in today’s market?
Hiring the right people
One of the key factors in hiring the right sales personnel. In present times, just the qualifications and academic achievements of an individual are not enough. The individual needs to have the right temperament.
Some of the essential characteristics are:
Willingness to learn and adapt to new technologies: The pace at which technology is impacting digital marketing, it is imperative that the individual is a quick and able learner.
He should be passionate about his work.
It is important to select a candidate who is social media savvy.
Digital media sales training can begin with the basics of various aspects of digital marketing such as:
Search Engine Optimization
Social Media Marketing
Brand Marketing, etc.
You can identify the specialists for each of the branches of digital marketing because specialization is the name of the game in today’s market!
Digital media sales training begins by training the team on how to understand the buyer. We are all aware that it is a buyer-driven market today. Hence, it is vital to understand your buyer before planning any strategy.
Your sales team needs to understand what channels your buyers are using, where they are active and when they are active. You also need to identify the needs of your buyer, their pain points, etc.
Digital media selling entails catering to the needs of your buyer as and when they want it. Your sales teams need to be trained to respond to the buyers at their time of need.
With the evolving digital marketing strategies, the sales and marketing teams no longer work as separate units. Instead, they work together for effective sales. Stats reveal that organizations with aligned sales and marketing teams have 38% higher win rates and 36% higher customer retention rates.
Digital Media Sales Training is essential for an organization because there is a need for the sales personnel to evolve with the changing times. Sales have now become more consultative and less transactional. There is a growing need for sales teams to become more data and tech-savvy.
Since the sales teams are in direct contact with the buyers, they are aware of the needs of the buyers and need to convey this to the marketing team. This will enable the marketing team to prepare content that is relevant to the buyer.
The digital media sales training provided by the organization to its team is not a one-time training. The teams should be continuously trained as new concepts evolve in their respective field. They should also be trained to leverage any new technology that develops in their field. Inability to adapt to new technologies can leave the digital marketing efforts of the sales team behind the competitors.