Increasing digital transition
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The world in which we live, a world dominated by the race for attention. Within two minutes it took to read this far in this introduction, the world sent 300 million e-mails, I have seen 15 million videos on YouTube, and trying to 8 million times on Google. Salesforce 6 million transactions processed at this time, and together they were able to send 10 million smileys! The world is moving at the speed of the internet, and each time is just faster. I also wonder if, when we realize that there is no shortage of information; It is the lack of knowledge and understanding is not only the domain of machines.
If you hope that one day things may slow down or they would not have to worry about things changing all the time, so, unfortunately, is no longer that day. The future is not in the corner. It just cross the street. The world is becoming digital and wonder how we see. These Boolean and zeros have an impact on every aspect of our personal and business life: •
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According to the September 2017 study6 BT, the British telecommunications company $ 30B, 40 percent of CEOs have digital advertising transition at the top of the agenda in the boardroom, with many CEOs of large personal projects Benchmark study Altify 20177 Business Performance has similar results, putting the digital transition as the highest priority for 47 percent of the 800 participants in the study McKinsey & Company, a consulting company in the world, goes a step further, saying8 that growth expectations are higher for companies implementing digital to create new businesses.
The impact of digital processing operations is clearly enormous. The establishment of the project of digital processing and sale of leading trade organizations in response to the disorder in their struggle to achieve their most advanced digital customers is the main topic of this post.
First customer Everything starts with the customer, of course. Always and so it should be. But it has never been under so much pressure, or so eager customers. Business and personal productivity tools on your smartphone to inform mentality digital managers, and working in a fast-moving economy is attention deficit. Waste time trying to sell something you do not want or need is the worst crime that can be committed against these leaders. There are reasons: • • •
Only 25 percent of executives want to meet salesperson9 Marketers in the United States spends $ 574B per year in meetings with customers who do not progress10 41 percent of buyers prefer to say that no current supplier.
And yes, there are reasons why only 53 percent of the shares marketers. The role of the seller is not only to communicate the value of their customers. E ""to create value with customers. Consider the ""third problem: • • •
Only one-third of buyers will not find a seller valuable Research Business Performance Referring Altify 2017 third admit to retailers is not able to figure out customers' problems In the same study, one-third of marketers say they do not understand their customers.
Customers who need help. As the world becomes more complex, customers have difficulty priorities of their growing list of commercial pressures. The imperative to make decisions and act quickly creates huge anxiety. This is a huge opportunity for the first supplier to the customer, which primarily aims to solve the client's problem, understand the impact of the customer for the purchase of a wrong decision is usually greater impact seller loss of business, Winning suppliers that have adopted this approach to increase the top in the economic development of SaaS. This time, SaaS means ""Sales as a Service"" - always on, always connected, upon request, customer service, reliable and secure. It is a way of repeating the activity.
The first customer is the second main theme of fasting and sacrifice a lot of messages describing how to drive mutual value for the seller and the buyer.
The introduction of digital sales management in the first customer worldwide Sales of digital transformation is not only or mainly ""sales is to sell digital digitally transformed into the world of Ray Wang, Constellation Research defines digital transformation as something more than a simple change of technology ..: Digital noise coming transform business models and change the brand, the company, people and machines work.
Sales of digital conversion will change the way in which markets and is participating with the client. Gone are the days when marketers use methods spent to fight their sales to ""deepen the pain"", ""burn"" or ""sinking platform"" but rationally. (Rational Choking is a stage in one of the methods!) E 'now to provide innovative customer value integrity and respect of ways. How do customers perceive the value provider is significantly affect the business of the product / solution purchase. Everything starts with the customer. I suggest that if, for example, the customer buys the Salesforce CRM system, the impact will be significant. Staples purchase card copy, not so much. When customers can be classified in levels of customer impact can choose the best model sales efforts and sales investigate potential problems that may exist. Executive chopped help close the contract is not a sponsor of the executive program is much deeper. And ""business and the client is a long game. It all boils down to knowledge of the customer's business. Whether you lead a unique opportunity to build a strategic or strategy to maximize revenues from a major customer, we know that this is very important. Most customers do not care how much you know until they know how much you care. The best way to convince customers that care is to demonstrate to understand your business, your business problems, the cost of resolution, and the consequences of inaction. You know your customers first explains how to know the activities of the customer, the business foundation for maintaining longterm relationships and provide value for the customer. In his seven steps specified in a reproducible manner to know the customer's business and help them develop: 1. 2. 3. 4. 5. 6. 7.
Who is the client (company)? What is important for the customer and who are the people who care the key objectives? Why is it important goals for the customer? What projects and initiatives are in place? What is damaged, it ceases to be effective? How can you help? What is your lack of knowledge or solutions?
People can be annoying creatures. When asked, they say they want to make rational decisions based on evidence and science. In practice this is not the whole story. Emotion plays a key role. If mathematics was the sole arbiter client's decision, it is the role of the seller would be greatly reduced. Anyone can present the facts, and provided that the facts are true and verifiable independently messenger is less important than the message. But without magic math is the math, careful guardian of cold rational decisions, but poor custodian of personal connections. It is a time of great opportunities for suppliers and customers. The technology has enabled an unprecedented pace of innovation, collaboration and communication. There has never been a time like this. People can do more in the head than ever. Innovation offers new ways of doing tasks that are fighting today and presents new opportunities that were previously impossible. How does this system has not yet been determined work, but our decisions are important. Currency rose to the sky, and as it turns out in the air, you can influence how on earth for sales professionals and their customers.
I am optimistic about the future of trade specialists, who take customer first attitude with them to work every day. This post has been his companion for this trip, equip them to stop thinking about the customer, and consider the important questions and answers accidentally dropped. This is part of the knowledge bank from digital media strategy blog