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"

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