What are the secrets of a successful digital sales strategy? Some thirty alumni from the French SKEMA business school held a round table in our Paris headquarters to talk about the challenges digital sales have brought to businesses everywhere.
Laurent Flipo, French Sales Director of the Cloud Communications division of NTT (formerly known as Arkadin) had the privilege of gathering SKEMA alumni around NTT and a guest speaker from Waze. During the event, we also had the pleasure of welcoming guests from startups and companies such as Solocal, Pierre et Vacances, Amazon Web Services, and Capgemini.
The role of sales in the digital world
The round table opened with a few career path descriptions. Participants spoke of the different skills required to be a Digital Commercial Manager: the ability to fine-tune digital strategy, launch and monetise websites, develop new business, and establish and maintain strong interpersonal relationships.
The group discussed the role of sales in today’s digital world, and why it’s important for all sales professionals to understand digital marketing. (Because a good grasp of digital marketing lets you better understand your buyers and their journeys, intentions, and interests – and lets you optimize your results).
Launching a successful digital sales career
The group also discussed how to get off to a good start in digital sales. Laurent said, ‘The basics are obvious: find a solution you’re passionate about to sell it better. And beyond the product itself, it’s all about finding an inspirational manager from whom you can learn and who will help you grow.’
The contributors explored other subjects, including:
- How to acquire new clients: Is cold-calling still a thing?
- What are the challenges facing our respective companies?
- The importance of networking
- Feedback on our successes and failures
The evening ended with cocktails and an opportunity for the attendees to network and chat with each other on a one-to-one basis. Laurent met with the founders of danceaway, a new app for dance lovers. The app lets people list the types of dance they enjoy (tango, bachata…) and helps them find partners or classes in cities around the world. Laurent spoke with them about how they could quickly and efficiently launch their commercial activity. ‘I also spoke a lot about mergers and acquisitions’, added Laurent, who sees a lot of opportunities as we are now part of NTT.
SKEMA and the Cloud Communications division of NTT
SKEMA is an international business school with campuses on five continents. The round table event was an excellent opportunity for us to meet some of their alumni, including both people in different digital professions and students still in school, and to show them our unique new digital workplace. It was also a chance to introduce an interested audience to NTT and to attract new and exciting profiles that might be of interest to our company in the future.