What you need to consider when selling digitally
Posted: Sun Feb 02, 2025 10:19 am
Customer centricity is an essential part of modern sales. This means that the customer and their needs have top priority. You have to offer the customer what they need, or what helps them find what they need - where they are looking for it. As the figures show, this is increasingly happening on the Internet. An online shop is therefore an important start. But that alone is not enough. In addition, analog and digital sales channels need to grow together. A uniform customer experience must be created. The customer must be met at every point. However, this only works if the individual company departments work together. You can find out how you can increase your conversion rate in the recording of our webinar.
Webinar Recording Sales
“Travel companion” instead portugal whatsapp data of “speaker” leads to increased sales
In the second part of the webinar, Pascal Landshoeft used his side project Marathon Crossfit to show how the modern sales representative acts as a "travel companion" on the customer journey of the potential customer. An effective inbound sales strategy is the key here. With just 6 hours of time per week, he reaches 10,000 potential customers and receives 50 inquiries per month - a result that would not be possible without digitalization with such little effort.
Simply calling the customer without prior consent is bordering on illegal and makes the customer feel more like they are being harassed than being taken care of. The first step is therefore to obtain consent. In the webinar, Pascal Landshoeft presents two models for the initial meeting: The classic BANT model (Budget/Authority/Need/Timing), which is useful if you have not yet had a structure for the initial meeting, but which carries the risk that the sales representative is perceived as a "talker" rather than a "travel companion". In his opinion, the GPCT model (Goals/Plans/Challenges/Timing) is more advantageous, because here the customer is the focus and the sales team serves as an advisor and "travel companion". Experience has shown that this variant is much more successful with customers - whether in a personal initial meeting, on the phone or online. It is important that all the information you receive from your potential customer is collected in a CRM right from the start, because this forms the basis for increasing your sales. You can see how customer contact works with the GPCT model at any time in our webinar.
Webinar Recording Sales
“Travel companion” instead portugal whatsapp data of “speaker” leads to increased sales
In the second part of the webinar, Pascal Landshoeft used his side project Marathon Crossfit to show how the modern sales representative acts as a "travel companion" on the customer journey of the potential customer. An effective inbound sales strategy is the key here. With just 6 hours of time per week, he reaches 10,000 potential customers and receives 50 inquiries per month - a result that would not be possible without digitalization with such little effort.
Simply calling the customer without prior consent is bordering on illegal and makes the customer feel more like they are being harassed than being taken care of. The first step is therefore to obtain consent. In the webinar, Pascal Landshoeft presents two models for the initial meeting: The classic BANT model (Budget/Authority/Need/Timing), which is useful if you have not yet had a structure for the initial meeting, but which carries the risk that the sales representative is perceived as a "talker" rather than a "travel companion". In his opinion, the GPCT model (Goals/Plans/Challenges/Timing) is more advantageous, because here the customer is the focus and the sales team serves as an advisor and "travel companion". Experience has shown that this variant is much more successful with customers - whether in a personal initial meeting, on the phone or online. It is important that all the information you receive from your potential customer is collected in a CRM right from the start, because this forms the basis for increasing your sales. You can see how customer contact works with the GPCT model at any time in our webinar.