Today, it’s much more difficult for companies to get customers’ attention, build relationships with them and create and sustain brand loyalty. And that translates into less-certain revenue and a much higher cost of sales. Sales organizations risk getting left behind as buyers become more self-sufficient in seeking out information via online resources to educate themselves; shorten and streamline the sales process by purchasing directly via digital self-service channels; and turn to salespeople for help with only their most complex purchasing decisions.
It is critical for sales organizations to enthusiastically embrace digital. As buyers continue to turn to digital channels to learn about and purchase solutions, traditional sales tools and approaches grow ever closer to being obsolete. Without a concerted effort to infuse digital into sales operations, companies risk drifting further away from buyers and ceding customers and revenue to more digitally savvy enterprises.
Corporate programs include:
Territory definition & account planning
Account mapping & multi-threading
Conducting mutually successful calls & meetings
Identifying & recruiting digital selling talent
Onboarding & ramping for success
In this case study, Founder & CEO Dan Swift explains how his teams leveraged Empire Selling to drive growth at $1.8bn valued software company Sprinklr.
What to expect?
Less time on non-productive activities
Sales reps who use digital selling are 5.7 times more likely to secure meetings.
Convert more leads to sales
A marketing automation company increased its lead-to-close conversion rate by 25% through digital selling.
Boost the average deal size
A world leader in enterprise software saw a 64% increase in average deal size after adopting digital selling.
Create a bigger pipeline with more leads
A large telecom’s digitally enabled sales reps generated twice as many sales opportunities as its traditional sales reps.
Less time finding the right contacts
Sales reps who actively use digital selling capabilities are 2.7 times more likely to identify the best path into a potential client.
Less money to onboard high-performing sales teams
A multinational sales organization found that their inside salespeople who used digital selling achieved 150% of quota on average.