The buy – sell process has significantly shifted in the past ten years. In the past, the sales person was required to be the primary educator. In the digital transition, we moved this role to the cloud where “content is king”. Buyers now use the Web as their primary tool for solution discovery and analysis. There has been a continued evolution from “content is king” to the newest iteration of “context is king”. It is no longer impactful to simply provide content. Relevancy by meeting the buyer at their stage of need is proving to build lasting digital relationships and accelerate revenue decisions.
We work with leading IT Solution Providers in modernizing their Go-to-Market for the new digital era and the question about how to start the digital transformation conversations comes many times. I liked this slide shared by Sanjay Poonen, COO VMware at VMworld 2017 opening keynote and thought it may be helpful to many of my solution provider friends in the field. This slide may be very helpful for all your sales reps in the field who are having digital transformation conversations with the customers. Thank you @spoonen for sharing your wisdom at #VMworld.