The SIC has installed the new focus group “Digital Sales” to promote digitization in the sales of Carinthian companies. Bernd Buchegger has taken over the management, who says: “The digital customer demands digital sales”.
Why the future lies in “Digital Sales”
We are looking forward to hearing from you, if you would like to be part of the focus group.
Bernd Buchegger: Selling in the digital area is more than just the online shop. “Digital sales” considers the overall process and starts where online shop purposes ends or begins beforehand. Companies with B2B business models often cannot use online shops, but at the same time can benefit greatly from “Digital Sales”. Digitization offers a variety of strategies, tactics and tools to achieve the sales goals. From “Social Selling” to data-supported sales automation. A distinction is made between sales-supporting measures and sales-optimizing measures. Sales support aims to increase the number of strokes – how do I get more qualified customer contacts with a higher likelihood of closing. Optimizing sales means improving clout – how do I use sales resources efficiently and effectively. In English there is no such distinction between sales and distribution – one speaks generally of “digital sales”. The focus group deals with all these new digital possibilities and how they can be used successfully for our companies.
Why is the future in “digital sales”?
BB: This is primarily due to the changed purchasing behavior of customers. In our private environment, we have long since learned to apply and appreciate digitization. Such learning processes increasingly influence the perceptual attitudes in the business customer area. At the same time, digital communication channels and social networks offer us completely new opportunities to find and address our customers in a targeted manner. Paper and telephone are being replaced by e-mail, chat and video conferencing. Digitization has taught us that we are sitting on a treasure trove of data. We have to learn to deal with and use it. The “digital customer” demands digital sales!
Is classic sales being phased out?
BB: Not at all! The salesperson is also not an obsolete model – this is also confirmed by the experts from the industry. There will also be sales staff in the future when it comes to accompanying the customer through to the final purchase. After all, we still prefer to buy from people rather than machines. On the way to the purchase decision, we are increasingly finding digital points of contact. Companies have to learn to understand these and, ideally, to control them. The good news is that it will make sales work easier in the future. Automatically recognizing customers who are ready to buy and being able to take better care of them leads to more success and thus more joy in selling.
What are your goals with this group?
BB: Driving forward the digitization of sales in Carinthian companies and making them fit for the future. This includes sharpening the understanding of digital sales and its possible uses and making the experts on it visible.
What activities or events are planned in the future?
BB: The group is still very fresh – it is now necessary to build up the structure well despite the restrictions and then start coordinated with specific activities. As a first step, the focus group will network the experts in Carinthia on this topic and demonstrate the existing competencies. The networking is then to be expanded beyond the borders to form thematic associations. “Digital sales” is often equated with eCommerce, and these topics complement each other. We are therefore in close coordination with Daniel Kattnig, the spokesman for the eCommerce focus group, regarding joint activities and events. For example, we have already participated in the digiGuides 2020 funding campaign by Stadtmarketings Klagenfurt as a consultant for Klagenfurt companies. This area of specific advisory funding was very well received and is to be expanded further in the future.
What qualifications do I need to have if I want to join the group?
BB: Ideally, you are already working as a consultant in “Digital Sales”. Are you a marketing or sales professional and have a high affinity and enthusiasm for digital topics? Perhaps you are already an expert on a special topic and a user with profound practical experience? The best thing to do is to contact me and we will find out what we can do together.
Your three most important tips for “Digital Sales”.
BB: Get to know the digital customer journey. How? Go out and ask your customers! Understand which problem you are solving. This is the language your customers really understand. Avoid activism, approach it with a strategy – your digital consultant will guide you to success in a targeted manner!
Contact:
DI Bernd Buchegger
Phone: 0650 5353232
Email: bernd.buchegger@trinitec.at
