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"
Creators and Guests
Host
Richard Ellis
Richard is the co-founder and CEO of Revenue Innovations. With deep expertise in enterprise GTM, sales leadership, and organizational design, he has led revenue transformation engagements across technology, SaaS, and professional services firms.
Guest
Mike Fouts
Chief Business Officer at ShareFile, leading the company's go-to-market strategies and sales operations.
