Because digital defines the way we live, work, buy and sell
What is and what is not Digital Intelligence
Digital Intelligence isn't just the capability and ease in using digital technologies. It is a Cognitive skill that involves an ability to frame everything that we do in the context of data, devices and technology to collaborate and manage change and to expand possibilities and potential.
It encompasses a set of attitudes and behaviours that enable people and organizations to foresee possibilities.
Why do Salespeople need Digital Intelligence
With the share of digital and AI mediated selling rising across all formats including B2C and B2B, Digital Intelligence has become a critical cognitive skill for sales professionals to master. Digital is not so much about technology that is used. It is more about using technology to position people, especially Customers, at the center of all that we do
Here are 4 reasons why today’s sales professionals cannot do without digital intelligence:
- No matter which industry you serve, technology is continually reshaping it.
- With digital intelligence you are open to opportunities offered by new tools and technologies
- Digital intelligence equips you with the ability to draw insights from digitally generated data to create Customer value
- You can act on digital opportunities to improve processes and ensure a superior Customer experience
Example of Digital Intelligence applied with Anticipatory thinking
- Before a Sales Call, you research online for latest developments and challenges in the Prospect’s industry, and also about how the Prospect’s peers from the same and other related industries and geographies have responded in such situations.
- You prepare for prevention of business disruption or unexpected Customer demands. You routinely back up all information shared by your Customer with care and diligence. Your Customer goes through a data corruption, and you are there waiting to help!
What does Digital Intelligence mean
Cultivating Digital intelligence as a cognitive skill involves having a foundational awareness of the impact that current and emerging digital technologies have on sales and the sales organisation
It encompasses things like:
- Cybersecurity,
- Predictive analytics,
- AI
- Social media,
- Online collaboration
- Work-from-home technologies
Benefits of Digital Intelligence
Research published by MIT Sloan Management Review lists out the following organisational level benefits of skilling people in Digital Intelligence:
- Nimbleness: The ability to quickly pivot and move. (“We used to do this, and now we do that.”)
- Scalability: The ability to rapidly shift capacity and service levels. (“We used to serve x customers; we now serve 100x customers.”)
- Stability: The ability to maintain operational excellence under pressure. (“We will persist despite the challenges.”)
- Optionality: The ability to anticipate future scenarios, and build or acquire new capabilities through external collaboration. (“Our ecosystem of partners allows us to do things we couldn’t do previously do.”)
What does really take
Tsedal Neeley and Paul Leonardi, writing for HBR, offer encouragement when they advise - “You don't have to be a machine learning expert to manage a successful digital transformation. In fact, you only need 30 percent fluency in a handful of technical topics” So, what’s stopping us from becoming Digitally Intelligent?
“Learning skills is not always about finding the right method for you. It’s often about finding the right method for the task.”
— Adam Grant
Welcome to the 'New Mercuri Mail'.. The India Journal of Mercuri International!
This is the 'Go To Place Sales Newsletter and Journal' of the discerning Sales Community! Continuing its 35 year long tradition of sharing knowledge curated from the best of sales and management literature, here come interesting new features, all with an unwavering focus on making a difference!
Happy reading and reflecting!
Team Mercuri India
