Episode 6: Running a Digital First Sales Motion

In this conversation, Richard Ellis and Mike Fouts discuss the concept of a digital-first sales model. They explore what it means to be digital-first, the implications for managing a business in this way, and the role of data in driving decision-making. They also touch on the importance of website usability, the value of trial users, and the impact on channel partners. Some key takeaways include the need for a data-driven mindset, the importance of a consultative approach with customers, and the need to adapt compensation plans for sales reps and partners in a digital-first model.

Chapters

00:00 Introduction 

01:15 What is a Digital First Sales Motion?

02:04 No Touch Sales LIfecycle Motion: Try, Buy, Expand, Renew

02:53 Differences in Managing a Digital First Business

04;38 Be Accepting of the Data

05:41 The Salesperson's Job

06:10 How the Funnel Gets Filled

08:26 Taking a Value-Add Approach

11:49 Adapting the Website for the Customer Journey

13:30 Working with Channel Partners in a Digital First Model

17:09 Comp Plans Matter

17:48 Size Does Not Matter

18:13 Measure Marketing Differently

20:00 Conclude with Some Goodness

Keywords

digital-first sales, sales model, data-driven, website usability, trial users, channel partners, compensation plans

Sound Bites

•  "Meet customers where they are."
•  "Moving into a data-driven view is very different."
•  "Salesperson's job becomes to farm that account and grow it."
•  "Balancing flexibility and cooperation"