6 Skills ALL Digital Sales Personnel Must Know

6 digital skills you must know

75% of B2B executives say that they regularly consider social media when making decisions. Additionally, consumers who use social media have 84% larger budgets than those who are not active on social media sites. Digital technologies present sales professionals in various industries with excellent opportunities that they can use to connect and influence potential customers.

Social selling offers an incredible avenue for sellers to convince the savvy consumers in a more intuitive and personal way than the traditional sales techniques such as cold calling.

Here are 6 skills that Singapore sales personnel need to excel in the current digital business realm.

Content Curation

Successful Singapore digital marketers can attest to the fact that content is one of the pillars of their digital marketing strategies. The right content helps to engage and positively influence potential customers when shared on social media. If done correctly, content curation can boost site conversion rate as well as organic traffic.

To reap the greatest rewards, you need to understand the type of content that will be relevant to the target audience, the mediums of sharing it, and the time to post. Ideally, you should add a personal touch to the content to help connect with the audience better. A skilled content curator is also not afraid to try out different content formats to understand what appeals to the target audience.

According to a study done by Hubspot, 55% of consumers research social media network; therefore, sharing engaging and relevant content will give you a better chance of converting a reader into a customer.

Content Creation

Content creation is the process of coming up with something that will appeal to the audience and lead to an increase in conversion rate. Quality content will also help you to foster good relationships with your customers. Well, curating and sharing content more often is vital to your Singapore digital marketing campaign, but unique content is more important.

Studies show that 86% of B2B companies use content marketing as an integral part of their sales strategy. Additionally, 70% of B2B marketers create more content than they used to one year ago. These two statistics are enough proof of the importance of having immersive, fresh, and informative content.

Digital Research

Research is of paramount importance as it helps you to know the interests, needs, and expectations of the target customers. It is through research that you will be able to know the problem the target consumers are facing then come up with a product or service to resolves it.

To become a successful sales executive today, you need to conduct market research continuously both socially and digitally to stay abreast of influencing factors that affect the customers and market trends. The information will help you create buyer personas and come up with the ideal content for various segments of your audience.

A recent study showed that 65% of companies who record high sales and exceed their revenue goals update their consumers/buyer personas every six months. Digital research helps them to get a clearer perspective of the customers. They have put in place listening tools that help analyze the behavior of consumers on social media.

Analytical Expertise

In the new business realm, salespersons that can analyze the behavior of their online customers have an added advantage. This skill helps them to apply a customer-centric approach when marketing their services and products. Global e-commerce companies such as Amazon and eBay monitor the browsing behavior of their web visitors to understand their needs. This information helps them to get maximum profits by creating data-oriented marketing strategies. For example, they can know which type of offers to display to particular customers based on their browsing behavior or patterns.

Problem Solving

Customers gravitate towards companies that solve their problems. Social sellers convert prospects into customers by creating a positive brand image. They do so by providing practical solutions to the consumers’ problems. You can leverage advanced tools such as Buzzsumo to monitor online conversations around certain target keywords, services, and products. This continuous monitoring will help you to identify pain points that need to be addressed.

Building Credibility and Trust

The secret to establishing relationships online is by building credibility and trust. If customers trust you, they will most likely go ahead and do business with you. The savvy customers want to know every detail of a service or product before purchasing it. It is your role of a Singapore digital marketer to provide this information to win the confidence and trust of the audience.

Stay ahead of the curve by acquiring and nurturing these six skills. Do not shy away from also networking with other professionals to get more tips and information that you can use to become a better sales professional. 

About the Author

Tom Koh

Tom is the CEO and Principal Consultant of MediaOne, a leading digital marketing agency. He has consulted for MNCs like Canon, Maybank, Capitaland, SingTel, ST Engineering, WWF, Cambridge University, as well as Government organisations like Enterprise Singapore, Ministry of Law, National Galleries, NTUC, e2i, SingHealth. His articles are published and referenced in CNA, Straits Times, MoneyFM, Financial Times, Yahoo! Finance, Hubspot, Zendesk, CIO Advisor.


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