B2B Sales professionals have always been some of the most tech-savvy people in the business world. And now that we’re in the digital age, sales professionals need to be even more tech-savvy than ever before: we’re talking about digital sales.

What is digital sales? What are the main benefits for your business? What are the digital sales channels? How to build a scalable digital sales process?

In this post, we’ll first explain what digital sales are. We’ll also look at some of the best digital sales techniques and channels out there and discuss how they can benefit your business.

What is digital sales?

Let’s start with a simple definition: digital sales are any type of sale that’s made online.

That means that if you’re selling something through your website, social media, or any other online platform, it’s considered a digital sale.

This is different from traditional sales, where you would sell in person or over the phone.

Digital sales have been growing in popularity for years, and they’re only going to become more common as time goes on. Why? Because buyers are increasingly doing their research online before making a purchase decision!

According to Forrester, nearly 60% of B2B buyers say they prefer to research a purchase online before talking to a salesperson. If you want to reach these buyers, you need to be where they are: online.

At LaGrowthMachine, we’re seeing more and more clients that engage in digital sales every day. Why is that? Because digital offers such a massive and efficient way to generate B2B leads!

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Do you want to improve the efficiency of your sales department? With LaGrowthMachine you can generate on average 3.5x more leads while saving an incredible amount of time on all your processes.

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With our tool, you can send thousands of messages automatically through channels such as LinkedIn, Email, and Twitter! Which allows your sales to gain more time and leads.

What are the main digital sales channels?

In the above section, we’ve talked about what digital sales are. In this section, we’ll go through the main channels you can generate digital sales!

When it comes to B2B, the best outreach channels to generate digital sales are:

1. Sales Email: Email is still one of the best channels for contacting potential customers. When you’re sending sales emails, you’ll need to personalize them as much as possible. To do so, you can use a sales automation tool such as LaGrowthMachine!

2. LinkedIn Prospecting: LinkedIn is great for connecting with B2B prospects. It allows you to find the right decision-makers at a company and contact them directly.

3. Twitter: Twitter can be used for both branding and sales. You can use Twitter to share your company’s news, blog posts, and more… but what’s really interesting is that you can also reach out to potential customers and start building relationships!

4. Whatsapp: Recently, Whatsapp got more and more used by sales teams to reach out to their B2B leads.

The first three channels are already integrated into our sales automation tool. It means that you can set up automated sequences to outreach hundreds of leads in just a few clicks and all these simultaneous channels!

These are just a few of the most popular digital sales channels out there, but more and more are being developed within a very short time frame.

What is the difference between digital sales and digital marketing?

The logic here comes from the customer journey.

Nowadays, there are a lot of different ways a lead can go from discovering your brand to buying you something.

But if we think about it from a macro vision, a B2B lead is coming from marketing to sales. We’re talking about marketing and sales funnels.

Marketing Funnel

First, the lead is identified from your marketing efforts. To do so, there are different marketing channels you can work with:

  • SEO;
  • SEA;
  • Social Ads;
  • Emailing;
  • Affiliate program;
  • etc…

The lead is then going to be nurtured through your marketing campaigns and automated workflows until they get qualified: this means that they have a need that matches with what you can provide.

This is where the digital sales funnel comes in.

Sales Funnel

The digital sales funnel is what happens when a marketing qualified lead is contacted by a salesperson.

The goal here is to convert your lead into a new client.

To do so as a salesperson, you can use one of the digital sales channels that we saw above!

It’s important to understand that sometimes, a channel can be used either for marketing or sales purposes. For example, you can use LinkedIn to find qualified leads regarding marketing and use it again after contacting them with an automated sequence, regarding sales.

At LaGrowthMachine, we’d rather think that multichannel is much more efficient, but with our tool, you can also create “Only LinkedIn” automated sequences that are working pretty well!

What are the main benefits of digital sales for your business?

If you’ve followed us since the beginning of this post, you must be starting to understand the power of digital when talking about B2B sales.

In this section, we’re going to talk about all of the benefits of a digital sales strategy:

1. Digital sales are efficient;

2. It’s less expensive;

3. You can track everything;

4. You’re not limited by geography;

5. It’s more personalized;

6. And finally, it’s more scalable!

Efficiency

Thanks to technology, digital sales is definitely a more efficient method than the traditional way of prospecting. The reason for this is that you can outreach much more leads with digitals than you could do physically. Which doesn’t mean that you can’t do both!

Also, you have the ability to automate your sales sequences.

With LaGrowthMachine, you can even personalize your sequences at scale. It means that you can change the message, the channels, the variables you’re using, or your CTA depending on who’s receiving it!

Less expensive

Digital sales is a lot less expensive than physical prospecting.

The reason for this is that you don’t have to print anything, you don’t have to buy a bunch of train tickets or plane tickets, and you don’t have to rent an office to do it.

You can work from anywhere in the world, with an internet connection and a laptop.

If you calculate your client’s cost of acquisition with physical and digital prospecting, you’ll probably see that digital sales are much cheaper.

Tracking everything

When you’re doing physical sales, it’s really hard to track everything. You never know how many times a person has seen your business card. If they have read your brochure. Or even if they remember your name.

With digital sales, you can track every single interaction a lead is having with your brand.

You know when they’re opening your emails, when they’re clicking on your links, when they’re visiting your website, and so on… especially if you’re using LaGrowthMachine!

Our tool provides you with live reporting to track your KPI in the most reliable way, step by step in your sales funnel.

Geography

With digital sales, you’re not limited by geography. It means that you can sell to anyone, anywhere in the world, as long as your offer fits with your leads’ needs.

Careful though: it requires an adaptation of your offer depending on the country/culture you’re selling to.

Personalization

One of the main advantages of digital sales is that you can outreach much more people than you would do by prospecting physically… but still by keeping a good degree of personalization.

How to do so?

By using LaGrowthMachine!

With our variable system, you can create templates of messages and replace some parts of your content with the data we’ve automatically enriched previously. For one generic message, you can have hundreds of personalized variants.

Scalability

Doing sales the traditional way is pretty hard to scale. You can only sell to the people you can reach, and you’re limited by the number of hours in a day.

With digital sales, it’s much easier to scale your business.

How to build a digital sales process?

If you want to know how to set up your own process, you’re in the right place!

Here’s a quick overview of what you need to do:

  1. Define your sales personas;
  2. Define your sales channels;
  3. Choose the right tools
  4. Get a clear vision, reporting, and feedback

If you want more details on each step, you just need to keep on reading!

Step 1: Define your sales personas

The very first thing to do is to define what we call your sales personas.

A persona is a semi-fictional character that represents a typical customer or a segment of your target market.

The goal when creating personas is to:

  • understand your audience better;
  • identify their needs;
  • know about their habits and the channels you might find them

To define your personas, start by gathering data about your current customers. Look at their demographics (age, gender, location, job title), interests, and pain points.

Step 2: Define your sales channels

Thanks to the work you’ve done earlier, you should now know what digital channels you must communicate on in order to find new leads.

In B2B, to get a first interaction with your sales lead, you’ll probably be using LinkedIn and email, but also Twitter or Whatsapp sometimes.

The most efficient way to contact them is to build multichannel sequences. If you’re using LaGrowthMachine, when uploading a list of B2B leads, we’ll automatically scrap a lot of data including your lead’s company, phone number, personal and professional email, etc…

This way, you can easily set up campaigns reaching him through several digital sales channels!

Step 3: Choose the right tools

There are a lot of useful sales automation tools out there, but we strongly believe LaGrowthMachine is the best one when it comes to digital sales.

LaGrowthMachine is one of the very few tools allowing you to personalize your messages at scale without using Mail Merge. It means that you can send 1000s of personalized messages in just a few clicks, without having to create each message manually.

It also has a really great live reporting system, so you can track your KPIs in real-time and make changes to improve your results on the fly!

And finally, you can plug it into any other tool such as CRMs and so on.

Step 4: Get a clear vision, reporting, and feedback

Every good digital sales process should rely on trustable data.

We recommend that you use tools such as Google Analytics, Mixpanel, and reporting features of your sales and accounting tools to get as good of a vision as possible of your sales performance.

This way, you’ll understand if the process you set up is working or not.

And if not, you’ll be able to understand which step is failing, and do what you can to improve it and get better results!