{"id":16087,"date":"2021-01-07T10:59:38","date_gmt":"2021-01-07T09:59:38","guid":{"rendered":"https:\/\/www.munich-business-school.de\/insights\/?p=16087"},"modified":"2021-01-07T11:12:53","modified_gmt":"2021-01-07T10:12:53","slug":"digital-transformation-new-normal-in-sales","status":"publish","type":"post","link":"https:\/\/www.munich-business-school.de\/insights\/en\/2021\/digital-transformation-new-normal-in-sales\/","title":{"rendered":"Digital Transformation & New Normal in Sales"},"content":{"rendered":"\n

Companies have already been working on digitalization programs for many years, either with the aim of improving internal processes or workflows through technology or even developing new digital business models.<\/p>\n\n\n\n

The corona pandemic not only caught all industries unprepared, but also accelerated digitization in many areas. Corporate IT departments in particular had to react at short notice to make the majority of employees fit to work from home.<\/p>\n\n\n\n

In sales, however, working from home and remotely are already standard in many companies and nothing new. Nevertheless, the sales departments of all companies were faced with an extremely big challenge with the new situation, as suddenly the field sales force could no longer visit their customers without further ado and personal customer meetings were prohibited. Before the corona pandemic, personal customer meetings and business trips were part of the daily routine of all sales staff and were also considered a core task for building personal relationships with decision-makers and achieving important deals. Without personal customer meetings, this was simply impossible – or at least that’s what many people thought until now.<\/p>\n\n\n\n

The new normal in sales is now characterized by hours of video conferencing without a break and a subsequent „zoom fatigue“. However, video conferencing only helps in sales if a certain customer relationship already exists, because then the basis for regular virtual meetings is given. An essential task, especially for global account managers, account executives and new business hunters, is to build up and expand the buying center with the respective customers. In case of a personal relationship with contact persons of the customers, it is best to ask for an introduction in order to get in contact with new departments.<\/p>\n\n\n\n

\"Man<\/figure><\/div>\n\n\n\n

The current restrictions are forcing companies to digitalize their sales departments and make them much more agile. Springer Professionell identifies the top sales trends for 2021 in an online article<\/a> (Krah, 2020). In addition to remote sales, these also include customer experience and social selling.<\/p>\n\n\n\n

In my opinion, social selling, i.e. the use of social media in sales, offers many advantages, especially in the current situation. Despite limited on-site customer contact, social selling opens up the possibility of interacting with customers via social media, establishing new contacts and, in particular, gaining access to the C-level. The most important basis for successfully using social media in sales is building a personal brand on professional networks such as LinkedIn and Xing. This then forms the foundation for targeting prospects and customers on social media and, above all, gaining their trust.<\/p>\n\n\n\n

You' d like to learn more about the possibilities of digitalization in sales? Then get trained as a Certified Digital Sales Expert<\/a> with Munich Business School and learn how successful sales works in the digital age in our extra-occupational course. In Module 5, we take a closer look at the basics of social selling. The course starts on March 16, 2021, and all modules can also be booked individually.<\/pre>\n\n\n\n
References: 
Krah, Eva-Susanne (2020): An der Schnittstelle zwischen Vertrieb und Service. Sales Excellence 6\/2020.<\/p>\n","protected":false},"excerpt":{"rendered":"
Companies have already been working on digitalization programs for many years, either with the aim of improving internal processes or workflows through technology or even developing new digital business models. 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Dar\u00fcber hinaus fungiert er als Senior Client Executive f\u00fcr zwei multinationale Dax-30-Unternehmen aus den Branchen Manufacturing und Versicherung bei Verizon Business und verf\u00fcgt \u00fcber langj\u00e4hrige B2B-Vertriebserfahrung. Zudem ist er Experte f\u00fcr digitalen Vertrieb und LinkedIn Sales Navigator. Vor seiner aktuellen T\u00e4tigkeit hatte er verschiedene Positionen im Key Account Management bei Vodafone Global Enterprise f\u00fcr Gro\u00dfkunden im Bereich Automotive und Aerospace inne. Seine Leidenschaft f\u00fcr digitale Vertriebsans\u00e4tze und Social Selling begann bei dem schnell wachsenden SaaS-Unternehmen Meltwater Group, wo er im Key Account Management f\u00fcr den Vertrieb von Social Media und Media-Intelligence-L\u00f6sungen zust\u00e4ndig war. Steffen Spee studierte International Management an der Otto-von-Guericke-Universit\u00e4t Magdeburg und konnte Auslandserfahrung an der Universit\u00e4t Pompeo Fabra in Barcelona sammeln. 2017 schloss er zudem seinen MBA an der Fachhochschule f\u00fcr \u00d6konomie und Management ab. Seine Master-Arbeit schrieb er zum Einfluss der sozialen Medien im B2B-Vertrieb in der Telekommunikationsbranche.","url":"https:\/\/www.munich-business-school.de\/insights\/author\/steffen-spee\/"}]}},"_links":{"self":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts\/16087","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/users\/61"}],"replies":[{"embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/comments?post=16087"}],"version-history":[{"count":3,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts\/16087\/revisions"}],"predecessor-version":[{"id":16090,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/posts\/16087\/revisions\/16090"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/media\/16091"}],"wp:attachment":[{"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/media?parent=16087"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/categories?post=16087"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/tags?post=16087"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.munich-business-school.de\/insights\/wp-json\/wp\/v2\/coauthors?post=16087"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}