The arrival of digital on B2B markets has had a strong impact on the sales function. It is essential today to make this change for B2B salespeople. ISM Uzbekistan Email List Team Share on Facebook Share on Twitter Share on Linkedin During the free webinar “B to B sales in the digital age” organized on November 28, 2018, Laetitia RUDELLE shared her expertise on what it means to be a B to B salesperson in the digital age. Impact of digital: B2B salespeople facing changes in B2B customer expectations With the advent of digital and the internet, B2B salespeople are faced with a new paradigm: many B2B customers prefer to do without the commercial intermediary to make their purchases. Now, 59% of buyers BtoB free themselves of the commercial in their approach to purchasing in the case of simple,

standardized products (Gen Demand Survey Report 2017). Indeed, B to B players are subject to the same changes in consumption as the rest of the population. Before the act of purchase, a B to B customer easily has a wealth of information. This is why, better informed and more autonomous, his expectations are changing. They move away from the product to focus on the relationship. The salesperson must therefore adapt. The B2B commercial relationship is therefore moving towards more support to meet the new expectations of B2B customers. The latter want to find real partners in their commercial contacts. To succeed in establishing this new relationship, B to B “new salespeople”

The skills of the “new” B2B salesperson

must now bring value to their customers. The skills of the “new” B2B salesperson B2B salespeople must become attentive advisers who, thanks to their expertise, are able to grasp the challenges of their B2B clients and provide solutions. To achieve this, new mechanisms must therefore be acquired: Cross- channel prospecting Extreme preparation Active listening A customer benefit- oriented argument A posture tinged with influence Thus the key to the success of the B2B salesperson in the digital age lies in its ability to create value and to structure its approach by relying on all the levers at its disposal, whether digital or no. The role of the salesperson has changed a lot, but that does not depend so much on the medium he uses as on the new posture he will adopt:


shut up when necessary talk about everything except their products / services Priority must be given to the customer and to understanding their need. To integrate new customer journeys into your sales approach: adopt an omnichannel sales approach . Our expert will reveal never-before-seen techniques to improve your e-commerce customer experience. If you still need to convince you, here are 3 reasons that make this webinar essential for your e-commerce performance: you have questions about optimizing your e-commerce customer experience, you want to discover the details that can make all the difference to your customers, you want to know how to have visitors who buy on your e-commerce site (yes we also call that customers…). So come and discover 10 good practices essential for your business during a webinar that will combine multiple experiences, concrete examples, common sense and good humor. Register now!

What Technical Skills In Digital Professions Are Essential Today And For Tomorrow?

On the occasion of the ISM breakfast ” The digital professions of tomorrow “, organized on November 30, Charlotte Vitoux, Country Manager France of Aquent presented the main lessons from the 2018 barometer of Aquent & EBG (Electronic Business Group ) on digital professions and skills. Carried out with 1,353 respondents, it draws up an inventory and outlines the perspectives of these new digital talents and strategic skills. What digital professions are emerging in 2018? If the digital transformation and its impact are no longer in doubt, the respondents of the barometer underline its acceleration and its realization. These operational challenges must therefore be linked to the talents available.

Thus stands out a podium of emerging digital professions: Data (84%) Customer experience (78%) Marketing (55%) Regarding the mention of marketing professions, it must be qualified by putting it in perspective with the over-representation of these profiles among respondents. Indeed, they may be seeking to underline their strategic role in the face of digital challenges. According to the respondents of the barometer, the top 3 technical skills essential to digital professions are as follows: Data marketing (80%) Knowledge of UX methods (66%) Knowledge of agile methodologies (62%) However, if certain specific professions are undeniably popular to meet digital challenges, more general profiles must also acquire new technical skills.

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