How to Sell Your Digital Products and Services

Published on January 19, 2023

Digital solutions are increasingly important for revenues. In part 1 of this series, Daniel Bornemann and Grigori Bokeria classified digital solutions into six categories. Now, in part 2, they describe how to adapt your traditional sales approach and prepare your salesforce for selling them in the most successful way. 

So you’ve added digital solutions to your portfolio. Now your sales team can go out into the field and start selling them with all your other products, right? It sounds like the most straightforward tactic, but follow this approach and you will likely hear from your sales team something along the lines of…

“We have so many new digital solutions in the portfolio that I have lost track. I don’t even know to which customers I should offer these products!”

Or… “I have offered this digital solution to 10 customers – but the hit rate is very low.…

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