#026 Selling Digital Transformation w/ Charlotte Fuller
Manny Bernabe • 2022-07-11
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Charlotte is a digital transformation strategy consultant and sales coach. She is helping traditional technology providers make the leap to a strategic, consultative-led teams delivering digital transformation services.
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Charlotte Fuller
Digital Transformation Sales School
Timestamps
00:00 — Charlotte Fuller, Digital Transformation Sales Expert
01:33 Why digital transformation needs selling
06:01 — Getting at a shared vision for digital transformation
08:42 — Crafting good workshops
13:07 — Selling digital transformation to executive versus front-line operators
21:21 — Focus on benefits over features
24:55 — How technology providers can start selling digital transformation
27:23— Low hanging fruit for manufacturing digital transformation
30:43 — Trade offs between “getting duck in a row” and showing value
33:27— What technology vendors get wrong about selling digital transformation
35:53— Cultivating stakeholder relationships
39:53 — Extending your footprint within an organization
44:02— The Digital Transformation School
48:42 — Stay focused on the people side of digital transformation
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