What is Digital Sales? Tips, Tools, and Strategies

In today’s fast-paced digital landscape, traditional sales techniques just don’t cut it anymore. According to Forrester, a whopping 74% of business buyers now do over half their research online before they even think about contacting a sales rep or making an offline purchase.

This trend isn't surprising, given that other research shows buyers complete 70-80% of their journey before directly engaging with sellers. Instead of waiting to be pitched, buyers are leveraging online resources to get informed, comparing options, reading reviews, and forming decisions independently.

This means that, for businesses, a strong digital presence is no longer a bonus—it’s a necessity.

In this article, we’ll explore what digital sales truly means, why it’s so important, and how you can develop a winning strategy. Ready to turn your online sales game up a notch? Let’s get into it.

Digital sales techniques involve selling goods or services through online channels like websites, social media, email, and even chatbots. It’s traditional sales with a tech twist—replacing face-to-face interactions with online connections to engage potential customers and close deals.

But digital sales extend far beyond e-commerce giants like Amazon and Shopify. They encompass B2B platforms, social commerce (think Instagram Shopping), and other innovative online selling methods.

The biggest difference? Digital sales are automated, data driven, and can happen 24/7, eliminating the need for sales professionals to be constantly available.

In today’s digital landscape, businesses have a wealth of options for selling their products and services. Here are some of the most common digital channels to consider:

• E-Commerce Websites: Your website stands out as one of the most powerful digital sales tools. Platforms like Shopify and Amazon allow businesses to showcase their products and close sales without needing a physical storefront. Customers can browse, add items to their cart, and make purchases—all with just a few clicks.

• Social Media Selling: With platforms like Instagram Shopping, Facebook Marketplace, and TikTok's social commerce, selling on social media is a new frontier. Customers can discover products in their feeds, click on them, and make instant purchases, turning their scrolling into seamless buying experiences.

• Email Marketing: Email is the secret weapon of many digital sales strategies and marketing campaigns. With the right email marketing tools, businesses can nurture leads, send personalized offers, and drive conversions. It’s all about keeping your customers engaged and ready to buy.

• Chatbots: Chatbots are the sales reps of the digital age. They can answer questions, offer product recommendations, and even help close sales—all without a human involved. Chatbots are available 24/7, so your store is always open for business.

Digital sales are transforming how businesses connect with their customers and operate. Here’s why they’re a game-changer in today’s market:

• Reach and Accessibility: Digital sales allow your marketing efforts to reach a global audience. Your online store is open 24/7, letting users browse and buy whenever it’s convenient for them—whether it’s 3 a.m. or during their lunch break.

• Cost-Effective: Running an online company can be significantly cheaper than a brick-and-mortar store. You don’t have to worry about rent, utilities, or as much staff. Plus, many digital sales tools are automated, saving you time and money.

• Meet Customer Expectations: Today’s consumers want fast, seamless, personalized shopping experiences. They expect to find the products they want online and have their questions answered instantly. By embracing digital sales, you’re meeting those high expectations head-on.

• Data-Driven Insights: One of the biggest perks of digital sales? The real-time data you get to collect. Every click, purchase, and interaction is an opportunity to learn more about your customers.

You can track everything from website visitors and abandoned carts to email open rates and purchasing patterns. These insights help you tweak your strategy, optimize your sales process, and make smarter decisions that boost sales.

Adapting to the digital sales landscape doesn’t happen overnight, but with the right approach, you can thrive. Here’s how to get started:

Adapting sales enablement for a digital world is all about giving your sales team the resources and tools they need to thrive in today’s online-first environment. Here’s how to make it work:

• Get Them Ready with Digital Skills: Make sure your team is trained in the art of virtual communication and data-driven selling. Digital coaching and easy-to-access online courses can bring everyone up to speed on what works in the virtual sales landscape.

• Put Data to Work: Sales teams need insights into buyer behaviors, like website visits or email clicks, so they can step in with the right message at the right time. Equip them with tools that turn these data points into a personalized sales plan.

• Create Content That Clicks: Work closely with marketing to build a library of digital content that answers buyer questions at every stage. Centralize these resources so sales reps have quick access whenever they need them.

• Use Smart Sales Tech: From mobile-friendly CRMs to automation that handles follow-ups, sales enablement tech frees up reps to focus on real conversations. Tools like AI-powered meeting platforms can also give them real-time feedback on buyer engagement.

• Keep Sales and Marketing Aligned: Regular feedback loops between sales and marketing mean your teams stay in sync, ensuring that leads are qualified, messaging is clear, and content is spot-on.

• Personalize Every Interaction: Buyers expect tailored experiences. By using AI to suggest relevant content and personalized recommendations, sales reps can meet buyers with the exact information they need.

If you’re a solopreneur or a key figure in your business, building your brand is essential. Platforms like LinkedIn and Twitter are perfect for showcasing your expertise and connecting with potential customers.

When people see you as a credible expert, they’re more likely to trust your product recommendations.

Post regularly, engage with your audience, and share valuable insights. Over time, you’ll position yourself as an expert in your field—making it much easier to build credibility and close deals.

Use social media platforms to create a network focused on your target audience. Focus on the niche communities where your ideal customers are hanging out, and engage with their content.

Don’t just post and run. Liking, commenting, and sharing relevant content is key to building a strong network. And once you’ve got that network, you can use it for social selling—turning those followers into paying customers.

Building an effective digital sales strategy takes more than just setting up an online store. Here’s how you can take it to the next level:

• Collect Data: Tools like Google Analytics and customer behavior tracking help you understand how visitors interact with your website, what products they’re interested in, and any obstacles they face. The more data you gather, the better you can optimize your sales funnel.

• Automate: Tools like HubSpot, Salesforce, and email automation platforms can handle repetitive tasks, such as sending follow-up emails, updating CRM entries, or scheduling social posts. This frees up your sales team to focus on closing deals and building relationships.

• Personalize: Automation is fantastic, but personalization is key. Use tools like CRM systems to track customer interactions. Sending tailored emails, recommending products based on browsing history, or offering customized promotions shows you’re paying attention. Customers are more likely to engage with content crafted just for them.

• Easy to Use, Easy to Buy: A smooth, user-friendly experience is crucial for digital sales. If your website is clunky or hard to navigate, customers will leave. Simplify the checkout process by offering options like guest checkout and mobile payments (hello, Apple Pay). The fewer barriers there are, the more likely customers are to complete their purchases.

Here’s a common mix-up: digital sales and digital marketing. While they sound similar, they serve different purposes. Digital marketing focuses on creating awareness and generating leads, whereas digital sales concentrate on converting those leads into paying customers.

To ensure a seamless experience, your marketing and digital sales teams should work closely together. Marketing attracts potential clients, paving the way for sales to close the deal. When both teams align their efforts, the process becomes more efficient, leading to higher conversion rates and driving business growth.

Here are a few of our favorite platforms to get your digital sales strategy where you need it to be. Each of the links goes straight to their ungated demos, so be sure to take a look at what the product looks like before you start researching!

• Amplemarket: From lead generation to personalized multichannel outreach, integrated deliverability support to Duo, the first-ever personalized AI Copilot for Sales, Amplemarket eliminates low-value tasks and leaves reps free to focus on what they do best: closing deals.
• Clay: RevOps teams at Verkada, Notion and Intercom use Clay to automate manual sales & marketing workflows, cutting the time SDRs spend on research and data entry from 67% to 0%.
• Commsor: Commsor helps companies turn their network into their #1 revenue channel. Pull in your investors, advisors, partners, champions, executives and more to map out who knows who and then identify warm paths to revenue.
• Trumpet: Collaborative workspaces and digital sales rooms for revenue teams. One link from pitch to renewal for your buyers, proven to close more deals, quicker.
• Supered: Supered bakes guidance, training, enablement and process enforcement inside of software tools you use daily. Supered supports learning and enablement through repetition and in the flow of work.

Digital sales have revolutionized how businesses sell products and services, offering greater reach, efficiency, and data-driven insights. To thrive in this landscape, companies must embrace the right strategies.

Ready to explore how digital sales can transform your business? Check out our demos of the best tools and platforms to supercharge your digital sales efforts. Whether you’re just starting or looking to level up, we’ve got you covered!