Corporate Visions：销售数字化转型-销售组织现代化蓝图（中译版）（23页）.pdf

1、1Digital Sales Transformationa blueprint for modernizing your sales organizationd i g i t a l s a le s 2Digital Sales Transformationt h e d ig i t a l Its hard to believe now,but there was a time when people doubted whether the internet would ever be a trustworthy sales channelwhether consumers woul

2、d use it enough that digital ads would be viable,or whether people would trust online channels to make purchases.While those doubts now seem laughable,the underlying reasoning still holds:People struggle to let go of conventional sales wisdom and embrace leading-edge practices.In the past,convention

3、al wisdom was that B2B buyers followed a linear,predictable,and controlled path.You can probably picture the funnel right nowfrom awareness to consideration to purchase and then advocacy.Until recently,organizations continued to rely on the traditional funnel as the de-facto model for their sales pr

4、ocess.Pre-pandemic,they invested primarily in field sales and face-to-face meetings to drive revenue,while digital selling took a back seat.Organizations might have experimented with digital channels,but there was no impetus for company-wide transformation.It wasnt ideal,but the old model still work

5、ed.So businesses saw no reason to change.Until,quite suddenly,they were forced to change.Post-pandemic,the buyers journey could not be less predictable.Theyre doing research,forming opinions,and narrowing their options at their own pace.And theyre using digital channels with nearly equal frequency a

6、s they contact your sellers.None of these digital interactionswith your content or with your sellershappen in a linear order.All of this is creating the digital divide:Organizations continue to cling to sales practices that dont match how buyers today behave.In this ebook,youll see how one Fortune 5