DIGITAL SALES TRANSFORMATION
Sales must
(digitally) catch up
Sales organizations need to rethink their approaches.
You can't act the way you did 5 years ago, let alone 20.
Sales must be geared to the new reality of customers and align themselves digitally. It's not about organizing online meetings instead of face-to-face meetings or introducing a CRM system or an online shop. Technology is only a means to an end - it is not the goal of digital transformation in sales.
The digital transformation in sales is not about selling with digital tools, but about effective sales under digital conditions.
Digital sales
transformation
is NOW
The technological development,
the markets and, above all, the customers are constantly driving it forward.
Customers go digital decision-making paths
Modern customers use digital ways to make buying decisions - not only in B2C, but increasingly also in B2B, as numerous studies show:
-
94% of B2B buyers do online research during a buying process (Accenture 2017)
-
62% of B2B buyers create a final vendor list based solely on digital content (Forrester, 2020)
-
Over 70% of B2B buyers fully define their needs before engaging with a sales representative, and almost half fully define solutions before contacting sales (Miller Heiman Group 2018)
-
B2B buyers largely operate under the radar, gathering information from various sources and forming an opinion long before they fill out any forms or speak to a seller (Demandbase 2017).
7W
The way to
state-of-the-art sales
7W
Sales
transformation
model
With the 7W model, all relevant areas - regardless of the size of the company and the business area - are thoroughly evaluated and adapted to the current market conditions.
The model is practical, easy to understand and was specially developed to design and implement a well-founded strategy for the digital transformation of sales.
THE 7W-MODEL ANSWERS METHODICALLY FOLLOWING QUESTIONS:
-
WHAT is your value proposition?
-
WHOM do we address with our offer?
-
WHEREBY is your sales approach determined?
-
WHY doing this?
-
WHERE and how to position?
-
WHICH activities are necessary?
-
WHEREWITH - by which means and resources?
The 7W model provides a framework - a blueprint - to consider all aspects of a company that are relevant to sales and to question them in terms of their contemporary relevance. It is built on seven levels, within each there are specific areas to evaluate, in total 21 dimensions: transformation cells.
WHICH?
ACTIVITIES
marketing
sales
performance
AGILE
TRANSFORMATION
Let's think
sales newly
A well thought-out combination of technology and the human factor is the key to the success of digital transformation in sales. Neither the one nor the other should be underestimated or overestimated.
Ask yourself the question along the sales process: What can technology do better and what can people do better?
Livia Rainsberger
The inventor of the 7W Digital Sales Transformation model
Properly implemented, the digital transformation in sales leads to higher sales performance - proven and long lasting.
RESULTS
IN 7W
FOCUS
IDENTIFY AND ADDRESS POTENTIAL CUSTOMERS
Expansion of the target group - open up new markets and customer segments and address them properly.
VALUE PROPOSITION
AND DIFFERENTIATION
Benefit-oriented value proposition and differentiation from the competition.
SALES MODEL
INNOVATION
Development of innovative sales and business models
DIGITAL
SALES CHANNELS
Evaluation of new contemporary sales channels
TECHNOLOGY
IN THE SALES PROCESS
Evaluation of technological potential for the sales organization
POSITIONING
IN THE DIGITAL SPACE
Differentiation from the competition and strategic positioning in the digital space
#1 Amazon bestseller
in Professions in Business Informatics (May 2022)
7W model,
The book
English translation availabe End of 2022
A practical guide to the digital transformation of sales organizations.
In 21 steps, the book provides an overview of the state of the art of technologies and digital sales tools and creates an understanding of what the digitization of sales is really about.
7W Digital Sales Transformation Model
A proven concept
for the digital transformation of sales
You don't need
to face it alone.
Rely on hands-on support along the transformational process and benefit from external expertise, new insights and different perspectives.
consulting
workshops
coaching
STRATEGY DEVELOPMENT
DIGITAL
SALES ALIGNMENT
SALES MODEL INNOVATION
what customers say...
If you are looking for digital competence and implementation strength, you have come to the right place with Ms. Rainsberger.
Markus Gahleitner
Head of OwnRetail, eCommerce and Project Business Miele Austria
The workshops gave me a lot of inspiration to rethink sales and strategy processes "out of the box".
Long-established, deaf ways of thinking surfaced well and clear.
Stephen Schafferhofer
Director Business Division Wind Energy
ELIN Motors GmbH
Working together has brought me and my company more forward in a very short time than working with other management consultants over many years.
Juergen Sponer, MBA
Managing Director
EKV GmbH
7 KEY QUESTIONS
The 7W model systematically answers these key questions:
1.WHAT is your value proposition?
2. WHOM do we address with our offer?
3. WHEREBY is your sales approach determined?
4. WHY doing this?
5. WHERE and how to position?
6. WHICH activities are necessary?
7. WHEREWITH – by which means and resources?