Changing the Game with Digital, Presented by SAP-logo

Changing the Game with Digital, Presented by SAP

Technology Podcasts

Game-changing technology strategies are transformational, exciting and disruptive for a reason. They shake up your status quo. They get you thinking about new ways to scale, compete and grow. They move you in amazing new directions. Join host Bonnie D. Graham as she invites you to take an additional Coffee Break with Game-Changers for our special series on Digital Selling. We’ll explore the fundamental changes that Digital Selling is having on the sales and marketing profession, the implications on the buyer journey, how Digital Selling impacts an organization in terms of alignment and accountability, and how Digital Selling changes the dynamic between buyer and seller. Learn how you can become the savvy leader who takes your company across the finish line as you look ahead to the next wave of business innovation. Changing the Game with Digital Selling, presented by SAP, broadcasts live on the VoiceAmerica Business Channel.

Game-changing technology strategies are transformational, exciting and disruptive for a reason. They shake up your status quo. They get you thinking about new ways to scale, compete and grow. They move you in amazing new directions. Join host Bonnie D. Graham as she invites you to take an additional Coffee Break with Game-Changers for our special series on Digital Selling. We’ll explore the fundamental changes that Digital Selling is having on the sales and marketing profession, the implications on the buyer journey, how Digital Selling impacts an organization in terms of alignment and accountability, and how Digital Selling changes the dynamic between buyer and seller. Learn how you can become the savvy leader who takes your company across the finish line as you look ahead to the next wave of business innovation. Changing the Game with Digital Selling, presented by SAP, broadcasts live on the VoiceAmerica Business Channel.

Location:

United States

Description:

Game-changing technology strategies are transformational, exciting and disruptive for a reason. They shake up your status quo. They get you thinking about new ways to scale, compete and grow. They move you in amazing new directions. Join host Bonnie D. Graham as she invites you to take an additional Coffee Break with Game-Changers for our special series on Digital Selling. We’ll explore the fundamental changes that Digital Selling is having on the sales and marketing profession, the implications on the buyer journey, how Digital Selling impacts an organization in terms of alignment and accountability, and how Digital Selling changes the dynamic between buyer and seller. Learn how you can become the savvy leader who takes your company across the finish line as you look ahead to the next wave of business innovation. Changing the Game with Digital Selling, presented by SAP, broadcasts live on the VoiceAmerica Business Channel.

Language:

English


Episodes

Accelerating Account-Based Marketing: Integrate Digital Selling

11/17/2020
The buzz: “B2B sellers have tremendous success when integrating social into their process…Modern buyers are digital-first buyers…B2B social sellers outperform peers who don’t use social by 72%.” go.forrester.com How can your sales team drive brand awareness and accelerate your account-based marketing (ABM) strategy to convert top prospects into customers? Leverage their social presence. Digital selling has become increasingly important in building long-term customer relationships and repeat...

Duration:00:55:54

Can We Leverage Digital Sales Automation in B2B Sales?

10/20/2020
The buzz: “Sales representatives spend less than a third of their working time actually selling…bogged down by administrative and other ‘non-sales’ tasks.” (HubSpot, business2community.com ) Digital Selling is inefficient and time-consuming when you have to manually research different prospect profiles to fill your lead pipeline, then craft unique messages specially targeted for each. How to reduce the busy-work? Consider Digital Sales Automation with tools to help you compile concise,...

Duration:00:55:29

Lazy Leaders Use Scripts: Strategies to Better Sales Enablement

9/22/2020
The buzz: “When I got started in sales, I would create scripts based on what I heard from the best sales reps around me…but… every sales rep I tried to copy was doing something different…I couldn’t close a deal for the first 18 months…then something clicked…I learned how to read a conversation, understand tone and intonation…to build genuine relationships with my prospects. I stopped trying to automate what needs to be personal.” (S.M. Lowisz, Jan. 2020, forbes.com ) Reality check! Many...

Sales in a Digital Age: Sell More by Understanding Digital Marketing

8/25/2020
The buzz: Marketing has always been about connecting with your audience in the right place and at the right time. Today, that means you need to meet them where they are already spending time: on the Internet.” (www.c-tel.eu) Welcome to digital marketing, where businesses leverage digital channels including search engines, social media, email, and their websites to connect with current and prospective customers. Some sales professionals think they don’t need this because they’re not the ones...

Duration:00:56:09

Secrets to Great Content Curation & Creation for Digital Selling: How and Why

7/28/2020
The buzz: “Digital Selling makes so much sense and seems so easy. Just find useful content, add valuable personal insights, and share it with the right people to build relationships. But creating a repeatable Digital Selling strategy requires more. As Stephen Walsh explains on the Knowledge Enthusiast: In practice, it takes time and focus to build a Digital Selling habit. Finding that content is all about useful content curation. How can you become a great content curator?”...

Duration:00:55:01

The Future of B2B Sales Enablement

6/30/2020
The buzz: “If you work in sales…you’ve heard the term sales enablement. Although it’s a hot topic, there seems to be some confusion around whether it’s just another vague buzzword or a specific field of practice that’s delivering real benefits to sales organizations…Sales enablement is less about sales and more about the buyer.” blog.topohq.com “The days of corporate, siloed ownership of prospects and customers are hopefully long gone, as these two departments understand the importance of...

Duration:00:55:34

B2B Sales Enablement: Four Imperatives for 2020 and Beyond

6/2/2020
The buzz: “Sales Enablement has the opportunity to evolve in a big way. When the role first showed up in the B2B enterprise, Sales Enablement became a sidekick to the in-person, acquisition-focused selling conversation. But selling today looks completely different than it did back then” (Erik Peterson, business2community.com). Welcome to the 2020 decade. Sales Enablement has matured and is poised to drive a new approach to sales and marketing messaging, skills and content. The four emerging...

Duration:01:00:08

Top 5 Reasons You Need to Leverage Multi-Generational Digital Selling

5/5/2020
The buzz: “We need to get over the idea that age is a barrier to expressing yourself on social media” (Ari Seth Cohen). A 2019 AARP Magazine article about social influencers age 50+ talked about influencers over 50, despite their stereotype of defining social selling as having coffee with a customer at a diner vs. millennials, the go-to social selling experts. Reality check: 66% of LinkedIn users are age 46–56+, while 25–34-year-olds are LinkedIn’s global advertising audience’s biggest...

Duration:00:54:15

Influencer Marketing: The Next Hottest Thing in B2B?

4/7/2020
The buzz: “People do not buy goods and services. They buy relations, stories, and magic” (Seth Godin). The image of influencer marketing by brands has been tarnished. In 2019, fake followers were widespread for many social media personalities, and some influencers were accused of covert advertising, challenging their authenticity. This poses a dilemma for brands because when we feel something is fake or misleading, we switch off. In August 2018, almost half (47%) of respondents surveyed by...

Duration:00:52:03

Marketing for 2020: Tech Tactics You Need To Succeed

3/10/2020
The buzz: “There’s a classic phrase about good marketing being both an art and a science. Although this idea has been rephrased, reused, and repeated for years, it’s never been more true than it is today.…although fundamentals like this one don’t change much, virtually everything else does. New marketing channels emerge, customer buying preferences shift, and perhaps most importantly, emerging technologies give way to streamlined processes, elevated customer experiences, and fresh takes on...

Duration:00:55:13

B2B Customer Experience 2020: Digital Sellers Evolve To Meet Customer Demand

2/11/2020
The buzz: “Does your content lead readers on a journey, or does it merely stuff them as leads into a pipeline?” (Ann Handley, MarketingProfs). 2020 has always sounded far off in the future. It’s here! Your customers and prospects know more and expect more, the bar will be set higher and new priorities will emerge. What businesses will win in the 2020’s? The most forward-thinking companies that consciously and deliberately anticipate customers’ future needs and devise smart, reliable...

Duration:00:53:24

Boost Your Social Media Marketing Campaign: Apply Digital Selling

12/17/2019
The buzz: “Digital Selling relies on having robust, well-built social networks, which is why social media marketing is a crucial aspect of Digital Selling. Since these two concepts are so similar, many people confuse the two.” (Adrian Fisher, www.forbes.com). Fisher explains that social media marketing lives at the top of the sales funnel to help bring in leads using Facebook and Twitter, for example. Digital Selling puts the traditional sales process back on social networks, where...

Duration:00:54:07

Digital Selling Plus: Accelerate Your Account-Based Marketing

12/3/2019
The buzz: “Account-based marketing is thinking of the account as a market of one: (Nick Panayi, CSC). With Digital Selling, your sales team leverages their social presence to drive brand awareness. And they use education to accelerate an account-based marketing (ABM) strategy and convert top prospects into customers…it’s not too late to start (upthereeverywhere.comy). How can you get your marketing and sales teams to collaborate on your ABM strategy? The experts speak. Lisa Dennis,...

Duration:00:52:49

Encore: Secrets to Great Content Curation: You Can Do It!

11/26/2019
The buzz: “Content curation is a great tactic for promoting your thought leadership — but only if the audience can clearly distinguish your insight from that of your source material” (contentmarketinginstitute.com). Does your job description include “great content curator”? Maybe not, but if you’re involved in Digital Selling, it’s automatically part of your role. How to do it? Find useful, timely, relevant content without any sales messaging. Add authentic personal insights. Share it with...

Duration:00:55:36

Marketing Automation? How About Digital Selling Automation?

11/12/2019
The buzz: “Sales representatives spend less than a third of their working time actually selling…bogged down by administrative and other ‘non-sales’ tasks.” (HubSpot) Manual Digital Selling can be inefficient and time-consuming if you need to find different profiles and write-out the message each time. Digital Selling automation to the rescue, with automation tools to help you compile concise, detailed reports and generate new pipeline-happy leads with way less busy-work. What does Digital...

Duration:00:55:04

Account-Based Marketing 101 for Digital Selling: Everything You Need To Know

10/15/2019
The buzz: “Account based marketing is simply instead of fishing with nets, we’re fishing with spears. You identify exactly the prospects you want to do business with and then you market very precisely and narrowly to them directly” (Matt Heinz). ABM and Digital Selling both engage target prospects with super-relevant content. But while 90% of marketers (2016 marketingprofs survey) rated ABM extremely or very important, only 20% had a full ABM program. How to identify target accounts, reach...

Duration:00:53:01

Digital Marketing: What Every Sales Pro Needs to Understand

9/17/2019
The buzz: “Sales and marketing are continuously and increasingly integrated. Marketing needs to know more about sales, sales needs to know more about marketing…we all need to know more about our customers” (Jill Rowley). Digital marketing encompasses all marketing activities that use an electronic device or the Internet to connect with customers and prospects. Oh? Digital marketing doesn’t concern you because you’re a sales professional? Think again! Organizations with tightly aligned sales...

Duration:00:55:02

B2B Digital Selling: How To Stay Human

7/16/2019
The buzz: “By living the day-to-day life of your clients, you can glean insights that are impossible to see from your side of the aisle” (Sona Jepsen www.entrepreneur.com/article/300683). The same people who buy cars, clothes and home services are also making B2B purchasing decisions for their business. The implications for sales people in this Digital Selling era? Ensure you maintain personal communications across digital channels to show your real human face behind your selling message....

Duration:00:54:01

Mining For Golden Nuggets: LinkedIn for Digital Selling

6/11/2019
The buzz: “Active participation on LinkedIn is the best way to say, 'Look at me!' without saying 'Look at me!” (Bobby Darnel). Believe it! 42% of LinkedIn members access it multiple times daily or weekly. 74% of B2B buyers use LinkedIn for purchasing decisions and social proof. 79% of B2B marketers view LinkedIn as the most effective marketing channel. 91% of executives rate LinkedIn #1 for professional content. Hubspot reports LinkedIn is 277% better for B2B lead-gen than Facebook and...

Duration:00:52:50

Digital Selling: Quota vs Non-Quota Sales

5/14/2019
The buzz: “You sell more when you stop selling (David Meerman Scott). “Not everything that can be counted counts, and not everything that counts can be counted” (William Bruce Cameron). We’re hearing exciting success stories about the new sales elite: savvy quota-overachievers who apply Digital Selling techniques and tools with energy and diligence. But how can you measure the value of non-quota-carriers: sales team members, marketers and other groups who don’t “get” how to do social...

Duration:00:56:08