Listening, summarizing and asking questions; skills that are more important than ever in the digital age. Just like personal contact, building a bond of trust and entering into a partnership. But where you previously regularly visited (potential) customers or spoke to each other at a trade fair or event, you now have to make do with video calling and a cup of coffee remotely. I certainly miss those 'real' contacts, but I also experience that online meetings and video calling have quickly become very common.

'B2B sales interactions are increasingly taking place online and prospects are also increasingly looking for their relevant content there'

Digital all-rounder

As a sales team of the future, you must have quite a few talents to remain successful in the new normal. You can now also add a digital all-rounder to the list of active listener, team player, people expert and negotiator. B2B sales interactions are increasingly taking place online and your prospects also mainly search for their relevant content online. As a Sales professional you will therefore have to provide added value and it is a must that all digital skills are under control. That goes further than a customer meeting via Teams or Zoom! The use of webinars, online video conferencing and virtual roundtables, for example, will also help you with this. Especially now that it seems that working from home is here to stay. My advice? Claim that changed sales role, because anyone who masters those digital tools will certainly experience the benefits in their marketing and sales strategy.

'By listening carefully and delving into your prospect's problem, you can respond to this in a very targeted manner with digital content'

Benefits of social networking

For example, you can network very well via digital channels such as LinkedIn. Without social networking it becomes increasingly difficult to build and further develop new relationships. By listening carefully and delving into your prospect's problem, you can respond to this in a very targeted manner with digital content. Think of blogs about a specific subject or a white paper that allows you to go into even more depth and share tips and tricks. But an inspiring B2B webinar can also be very valuable for your contacts. I notice that this is becoming increasingly important as 'engaging content'. Make sure that you are relevant, that you invite inspiring guest speakers or experts and that your webinar is interactive. This way you keep the attention value high and draw prospects deeper into the sales funnel. And very practical: arrange for a moderator and record the webinar. This way you can share it afterwards with valuable contacts and discuss it together again in a video call!

Whitepaper full of skills

Curious which new skills will make your sales team even more future-proof? Then download our whitepaper containing six valuable tips. This means you are fully prepared to optimally serve your customers and prospects in all phases of the buyer journey in the future.