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This article first appeared on Truck Parts Service.
Next Generation Selling: The digital transformation of sales
Leveraging tools currently available to drive long-term success also will be the focus for Zilliant Chief Marketing Officer Lindsay Duran in her educational sales training session.
This is Duran’s second consecutive year presenting during HDAW. She says this week’s presentation will touch on many of the same topics she first introduced in Texas last year, including using business intelligence tools to harness data and create better sales strategies as well as how to maintain personal relationships with customers in an increasingly digital sales world. She says the latter has become particularly essential over the last 12 months as so much face-to-face interaction has been replaced by phone and video calls, emails and text messaging.
“How do we extract insights about our customers’ needs from the data we have?” Duran asks. “How can we give them that same level of personalization they are used to?”
Duran will offer some guidance on how that can be done while also offering tips and resources small businesses can consider adopting to improve their digital customer service. She’ll also touch on the importance of a strong, consistent online sales presence, and how it should serve as an extension of a distributor’s brick and mortar operation.
“What is the personalization strategy for your customers?” she asks. “[Distributors] have to think about how they can guide their customers’ actions digitally.”