Case Study: IBM achieves faster digital sales closes with Digital Marketing Institute

How IBM transformed their digital sales process with the help of DMI

IBM worked with Digital Marketing Institute to address a changing sales environment where buyers were researching and engaging earlier through digital channels, making traditional selling less effective. IBM needed its sellers to become more personal, social, and digital, while also understanding how much digital knowledge was required to succeed in their roles.

Digital Marketing Institute created a customized digital and social selling program for IBM, including a Certified Digital Selling Professional certification for the inside sales team, which was rebranded as IBM Digital Sales. The program helped improve seller confidence in digital by 50%, increased digital skills by 132%+, trained over 4,000 marketers across 23 countries, and delivered a 7% increase in win rate plus a 37% reduction in days to close over a 15-month ROI study.

IBM

Hugh O'Byrne

Vice President of Global Sales Center Excellence