April 16, 2020 | 4 Min Read

Adapting Sales Behaviors for the Digital Market

Posted By
Sammie Bennett

In a world where information is at our fingertips, sellers and businesses are getting creative when it comes to standing out amongst the masses. Gone are the days where salespeople are the only go-to experts for businesses seeking a product or service. It takes a unique combination of marketing and sales strategy to effectively engage your target audience and then build rapport amongst them for a future client relationship.

When your marketing and sales teams are in sync it sets your sellers up for success and provides consistent brand messaging and targeting to attract future clients. This will empower and educate your sellers to use your tech stack strategically to successfully sell in a digital market. 

What’s your MarTech Strategy and Tech Stack?

Is this the first time you have heard of a MarTech strategy? If so, that's okay! This question is very important to know the answer to for many reasons, primarily because the way you generate leads successfully can solely depend on your MarTech strategy. If successful, you can then utilize a strong tech stack to offer tailored solutions for your client’s growth strategies. For reference, check out ManoByte’s tech stack to see how we set up our target market for success.

A successful digital sales strategy starts with a strong marketing team and MarTech strategy. Digital technologies have provided a way for sellers to connect with business owners quickly and organically. With the right digital tools and social platforms, your target prospects will drive right to you as their solution provider. Enabling your sales team to use these technologies through these platforms also creates autonomy to be as creative as possible with these digital tools. 

Digital Marketing Tools

  • Website: Your target audience’s first impression of our agency. Your organization’s website is your resume and qualifies your credentials. 
  • Content Creation:
    • Company Blog. Educating and sharing content relevant to your customers is not only helpful but shows that you care.
    • Social Selling. LinkedIn & other social media provides another way to attract your audience.
    • Video. Video provides the highest conversation rates for companies.
  • Email Marketing
  • SEO
  • Conversational Bots

As a seller, it is important to educate yourself on your organization’s digital tools and technology solutions. It is also important you continue to stay alert to new solutions (a list that can sometimes seem endless) as they are ever-changing. Using these tools allows you to leverage your online presence to engage and successfully convert your prospects into customers. 

Digital Selling involves leveraging digital assets for Sales Enablement

  • CRM
  • Email Automation
  • Social Selling
  • Call Tracking
  • Meeting Scheduling
  • Task Lists
  • Video Conferencing

By using digital resources strategically, it is possible to connect with individuals who actually want to hear from you better than ever. Before, cold calls and bugging someone who might not be interested was the way sales teams worked. In fact, 90% of decision makers do not answer a cold call. Having quality conversations with leads builds trust, and trust is the bridge that closes the gap between a qualified lead transforming into a client. 

Knowing Your Target Market

Just as important as it is important to build trust with your clients, it’s equally as important to know your target market and when to say no to a prospect that isn’t part of that market. As a seller, it may be tempting to work with all clients who are interested in your agency, especially when working on commission. However, if they do not fit your target market then likely what you can offer them may not be worth your time or theirs. Be sure to consult with your sales manager and marketing team to understand what a qualified lead is if you are unsure. 

When you have a firm grasp on digital marketing, you will know how to:

  • Better understand your ideal buyers
  • Map your sales process and approach to the buyer’s journey
  • Better understand intentions and interests
  • Ensure relevance and personalization
  • Optimize your results

Selling in a digital world has endless opportunities and abilities. If narrowing down a MarTech strategy or making changes to your target market seems overwhelming, we'd love to help! Let's connect and discover what sales enablement tools ManoByte can help you utilize to enhance your business goals.

Talk To Us 

Marketing Budget Template

We don't think Building Products Manufacturers need to spend more on their marketing. We do think what you allocate your budget to can be optimized to drive better results from the same budget.
Here's a marketing budget we'd recommend.

Topics: Sales Enablement

Related Posts

Sales Enablement | Channel Operations

Why Lead Management Helps Your Partners Sell Your Products

Lead management is an important part of any business, but it's especially critical for manufacturers who sell products through a vast network of not o...

Read More
Inbound Marketing | Sales Enablement

Manufacturers: Outperform Your Competition Through Digital Marketing

Businesses (including distributors, dealers, builders and contractors) are reimagining what marketing means for their companies. This includes updatin...

Read More
Sales Enablement | Indirect Sales Channels

5 Essential Tips For Selling to Facility Managers

If you sell to facility or building managers, you may already know there’s a bit of a “science” with how these individuals make purchasing decisions. ...

Read More
Inbound Marketing | Sales Enablement | Business Growth | Distributor Marketing | Channel Operations | Indirect Sales Channels

The Influence of Video Marketing in 2021 and Beyond

As a building material manufacturer, your company invests a great deal to stay front of mind in your customer’s world. Every effort made by your sales...

Read More
Sales Enablement

Realign Your Selling Approach and Communication During COVID-19

Times are tough, no doubt. We are all uncertain of what the future holds with many areas of our lives, including our professional careers. What that m...

Read More
Sales Enablement

Implementing Sales Enablement This Year? Here's How You Can Maximize Your Efforts

If you’re jumping on the sales enablement boat this year, you might be wondering what you can do to put the wind back in your team’s sails. With the r...

Read More
Sales Enablement

4 Questions to Ask Before Sending a Proposal

The sales process can be intense, and the point when the prospect asks for a proposal can be a very exciting moment. You are so ready to close that bu...

Read More
Sales Enablement

3 ways poor website user experience is slashing your profits

Many obstacles in life exist solely to infuriate humankind; picture tangled Christmas lights, traffic jams, and especially slow loading websites. Did ...

Read More
Sales Enablement

Why Your Website Should Be Your Best Salesperson

Think about the last time you went to buy something, how did you go about it? In today’s digital age, the sales process has completely changed. Buyers...

Read More