Selling In The New Normal

Sales has evolved over the years and today – what worked 6 months back, does not work anymore! Here is the story of how we pioneered the Digital Only Sales Funnel (DOSF) and what it means to selling in the new normal.

The Evolution of Marketplaces and Sales:

Since the early 1900s, the marketplace has undergone a sea change before it became the system we are part of today.  From the simple barter system of exchange to the traditional marketplaces (or bazaars), it is now a system of innovative and complex internet-enabled business models.

Salespeople  have also had to change their methods and skill sets in order to sell their product/service. With the advent of technology, there are numerous sales tools that have emerged to strengthen and compliment  (not replace) the effort of salespeople. Until recently, using digital tools and channels was optional not necessary.

However, now – especially at a time like this, the tides have changed. It is imperative to go digital in order to strengthen your selling effort and in some cases to  survive in the business.

It is with this simple need, that we pioneered our own version of the sales funnel to meet today’s sales challenges – the Digital Only Sales Funnel (DOSF).

What is DOSF?

The Digital Only Sales Funnel is a mix of ideologies, techniques and a set of carefully curated third-party digital tools that enable you to quickly build a sales funnel for your product or service, without any face-to-face or telephonic interaction.

Our funnel is not a replacement for the hard work you put in your selling efforts.  You still need to get the fundamentals like your GTM Strategy, Product-Market Fitment, Value Proposition, Buyer Journey Mapping, and Messaging (to name a few) in order. By using the DOSF,  you are armed with more information for your prospect meetings and most of the guesswork is out of the equation when you are trying to close a deal.

Why DOSF?

Until about 3 months ago, the priorities for a salesperson would have been: face-to-face meetings and tele interactions on top of the list, while messaging and research came at the bottom of the pecking order. 

However, today that order has completely flipped!

Our DOSF can not only help you survive in a situation like this, but also draw a strategy which is useful in the long term. Adopting the right ideology, techniques, and skills to use certain digital tools, the funnel can help you improve your sales pipeline virtually!

What does DOSF consist of?

DOSF has broadly 3 parts – ideology, techniques and tools

Ideology: research, discovery, pipeline build & digital acceleration using the power of social media

Techniques: understanding the buyer, research-based lead generation, getting a  virtual meeting & the importance of content

Tools: A whole gamut of sales tools for intelligence, training, ops. & revenue generation

Tools form a large chunk of the DOSF and the number of tools available can be quite daunting, make sure to choose those which align with your company.  Also, don’t forget that the foundation is the ideology and the techniques, tools just supplement them. Make sure to implement all the three for a successful DOSF!

Want to know more about DOSF and how to get on to the digital bandwagon fast? Reach out to us Contact Us!