TFT: Selling in a Digital‑First World
In a nonlinear, buyer-controlled world, your emails, decks, and DMs matter more than ever.
Sales used to unfold across conference tables and handshakes. Now? Most happens via screens, emails, and async chats.
In early 2025, over 70% of B2B decision-makers say they prefer digital interactions over in-person meetings making your digital presence your first impression, and often your only one. Customers have lots of venders to manage and they can only spend so much time at coffees, lunches, and happy hours. Thus you have to make a good first impression digitally. If that first impression is weak, outdated, or tone-deaf, you’re unlikely to get a response. Today we are going to look at how you can improve that impression and tools to help you build a flywheel of revenue generation. But first a small ask…
Do you know know one that is struggling with their digital first approach to sales? Please, share this article and we’ll all get a little better together!
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Relationships are great, But…
Small teams often rely on relationship-based selling, but the playbook has dramatically changed. In a digital-first landscape:
You may never meet your champion IRL.
Your pitch deck, follow-ups, and video introductions carry the weight of your credibility.
A single awkward Zoom call or jargon-heavy email can kill trust instantly.
Founders must embrace tools and habits that bring digital intimacy: short personalized videos, quick async check-ins, mobile-friendly proposals, and smart content delivered at just the right moment. No you do not have to TikTok dance, that’s not what I’m saying.
AI can play a huge role here helping with anything from real-time call summaries to proposal customization tools.
Platforms like Gong and Otter.ai help capture subtle customer preferences.
Vidyard and Loom let you send personal video intros.
And AI-powered email assistants like Lavender or Grammarly Business can make your messages clearer and more relatable.
Do not try all these at once, but pick one and try if for two weeks. You can do it for free and see how it helps your process. Once you know if it is helping you can decide to upgrade to a paid version, or not. Then move on to the next tool. Layer them in one by one for the best results.
Don’t be Ignored, Be heard
If your digital presence is outdated, you’ll be ignored, literally left on “read.” But if you optimize for the digital era:
Trust builds faster (even before introductions).
Deals flow with less required hand-holding.
You scale your reach without sacrificing relationship quality.
You do not need to be everywhere.. just show up well where your buyers already are.
Why This Matters for the Flywheel Model
When buyers move in loops not lines your digital presence becomes your constant touchpoint.
It’s what keeps you in the game when a buyer disappears for 90 days.
It’s what makes you memorable when they loop back.
It’s what turns cold leads into warm re-engagers.
And it’s the one thing you can control in a sales process where so much is now buyer-driven.
“The sale process is no longer a funnel. It’s a flywheel. And your digital presence is the oil that keeps it spinning.”
Let’s keep that wheel turning. And if someone you know is struggling to keep their sales process moving in this digital-first world?
Share this post they’ll thank you for it.
Action Step
Pick one active deal and evaluate your digital footprint:
Is your latest email skimmable, clear, and designed for quick reading?
Are your meeting invites easy to accept and anonymized to avoid friction?
Is your proposal mobile-responsive, plain-English, and fast-loading?
Fix one small detail today that could tip the trust scale.
Additional Reading:
Are you looking to improve your sales process or hire your first sales professional?
Are you a technical expert ready to transition into sales and need guidance?
If so, we’re here to help! Reach out to us with your specific challenges, and we’ll schedule a time to discuss how we can develop a customized plan to meet your goals.
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"Buyers move in loops not lines." Fascinating.
Thank you for sharing your excellent post with me.