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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

Where Do You Fit On The Digital Maturity Curve?

Posted by Jamie Shanks on Jul 4, 2018 9:58:28 AM


The Digital Maturity Curve

You can argue with me by saying “my customer is not on social media platforms, and isn’t terribly digital in consuming content”.  The reality is some sales leaders believe that the digital evolution will never effect their business.  You CAN also argue with me that social selling or digital selling is not a proactive thing in your industry, or your country, right now…

The Definitive Guide to Social Selling for Leaders

What you CAN’T argue with me is that it’s won’t happen.  That’s just turning a blind-eye to evolution.  While some countries, markets, industries are slower to adopt, it’s happening at a global level.  Buyers are buyers all over the world.  Just in the last year, we’ve worked with companies in the following industries

  • Industrial Automation
  • Airlines
  • Medical Devices
  • Professional Services
  • Life Sciences

And this is complimenting the telecommunications, information technology, software companies that are already experiencing “Early Majority” level of embracing digital selling best practices.  This includes customers engaging their customers in these countries:

  • Mexico
  • Columbia
  • Brazil
  • Germany
  • Belgium
  • Italy
  • UAE
  • Turkey
  • India
  • Japan
  • Singapore

Where does your company, competitors and market sit on a Digital Maturity Curve?

Option A – position of opportunity

First Place in Social Selling

The opportunity lies in your market being nascent to digital.  The best way to gain a competitive advantage is to be FIRST.  First to teach a customer something new.  First to expand the way a customer learns.  First to connect a network of like minded people together. 

Wouldn’t you want to be first??? 

Option B – position of risk

Last Place in Social Selling

If you’re a technology company, telecom company – or sell to IT, HR, Sales, Marketing, Operations – you’re no longer FIRST.  In fact, you’re probably seeing your competitor’s leverage digital/social in their sales cadence.  This is called “Standard Operating Procedures”, when this just becomes SELLING.  You’re in a reactive position as your discovering that building sales pipeline is more difficult this year than previous years.  This is no accident.  Your customer is learning with, or without you!

Where does your company, competitors and market sit on a Digital Maturity Curve?

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Jamie Shanks

Jamie Shanks

About the Author

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

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