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Digital Stagecraft: Engage, Communicate & Sell Better in the Digital Age

By / / AI & Data, Brand & Reputation, Sales Presentation & Grooming, Soft skills

In 30 seconds

With Gartner predicting in the near future that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels, reflecting a substantial move towards digital-first engagement, Digital Stagecraft is an essential skill set combined with critical soft skills we need to master if we want to sell effectively in a hybrid world. Digital Stagecraft, a term I developed to describe this vital skill set, is about commanding your online and virtual presence with finesse—grabbing attention with polished pitches, building trust through clear messaging, and converting interest into action with seamless virtual tours or demos. …

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Selling in the Age of AI: Adapting to the Transformation of Procurement & B2B Sales

By / / AI & Data, Procurement, Value Based Selling

In 45 seconds

AI is transforming B2B sales by taking over routine, transactional decisions, acting as a data-driven gatekeeper for purchasing. For simple purchases, AI analyses options, predicts outcomes, and streamlines processes, reducing human involvement. However, in complex sales—like implementing supply chain solutions or sustainability initiatives—human expertise remains essential. Sellers must adapt by optimising product data for AI evaluation while leveraging uniquely human skills, such as trust-building, stakeholder alignment, and creative problem-solving. And most of all align AI provided analysis with these human factors and convey a conclusive/unamibiguous/compelling message (I’m thinking here about the fusion of AI skills and human skills, …

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