“We don’t need to necessarily settle; we can embrace the strength and benefits that exist only in a digital environment,” says Butts. We and third parties such as our customers, partners, and service providers use cookies and similar technologies ("cookies") to provide and secure our Services, to understand and improve their performance, and to serve relevant ads (including job ads) on and off LinkedIn. But there are also clear benefits, and placing an emphasis on them can be instrumental to unlocking the upside. They’ll engage more buyers in less time and at a lower cost, shortening the sales cycle, while delivering a better customer experience. Keep pace with the latest thinking in sales. Virtual Selling Enables an Agile Approach Previously, companies could sell a product and build revenues behind protective barriers. Selling in a COVID-19 World - 4 Immediate Steps to Take Brooke Simmons, Director of Enterprise Strategy at Outreach A month ago we were cranking out calls, traveling to meet clients, and shaking hands with colleagues. Screen sharing. “Relieved from endless administrivia, sellers will have the time and space to conduct deeper customer research, cull insights from data, and orchestrate more meaningful interactions with their buyer.”. Westend61 / Getty Images. 7 Components and Benefits of a Virtual Sales Program. Of course, this requires time and effort. It makes your sellers instantly more productive. You can practice high stakes situations, such as selling to directors or at a trade show, as often as you like until you are confident with your approach. As we covered last week, the virtual sales model is likely to stick around as a mainstay, because buyers like it. How and WHY you need to segment your list before you call your prospects. Is your seam struggling to adapt to a virtual way of selling? This new world of virtual selling requires a shift in how you think about the competencies you look at when making a sales hiring decision. Virtual Selling in the Context of Covid-19 Help your salespeople to connect with their customer’s new reality We have created a virtual half-day course designed to give B2B salespeople the key skills they need to defend revenue through the pandemic. Skype calls. This new approach to sales is based on tried-and-tested scientific methods to help boost your performance as a sales person in every part of the buying process. Sellers need a game plan, and confidence and skill to fully embrace and execute a virtual selling strategy. “Traditionally limited to email, phone calls, and screen–sharing interactions, sellers will look for more dynamic ways to earn buyers’ attention.”. See our, celebrity video services for B2B use cases, in 2021, grounded sellers will fly in the face of old norms, Shifting B2B Strategy to Meet the New Reality of Remote Audiences, how to develop an account-based sales strategy, story behind B2B Sales and Marketing Exchange’s pivot to a digital event. For example, it probably wouldn’t be feasible to have Snoop show up and speak on your brand’s behalf at an in-person meeting. We take it as an article of faith that people do business when they know, like and trust us. No one can deny that certain intangibles are missing when you’re only able to communicate with buyers and prospects through a screen. Science-based selling is as a sales technique that includes social psychology, neuroscience, and behavioral economics. In a new guest post at Forbes, Forrester looks ahead and writes that in 2021, grounded sellers will fly in the face of old norms, highlighting takeaways from their 2021 predictions report. If you had asked me earlier this year if I would recommend virtual selling and consulting, I would have quickly said, "Only as a last resort." that can be embedded back in the workplace.. Each webinar is designed to be interactive and includes activities before, during and after each session. You need to set your stage. Your mileage may vary on incorporating Lindsay Lohan. But buyers will also quickly grow fatigued and unresponsive to the same old experiences. Privacy Policy I would have then quickly rattled off all the pros of meeting in person: human contact builds relationships, you get a better read on body language, you can make a more comprehensive impression on the meeting attendees, … Tailor Your Message for Virtual Sales … How People Learn. These barriers insulated the company from threats. For sellers who are steeped in traditional sales methods, it can be easy to dwell on the downsides of this seismic change. The Remote Leadership Institute is a participant in the Amazon Services LLC Associates program, an affiliate advertising program designed to provide a means for sites to earn advertising fees by advertising and linking to Amazon.com. Virtual selling is today’s reality and the future of selling. COVID-19 has changed the world in many ways. And the only way to gain confidence and skill is to practice in a virtual environment. How do we do that through a screen? (On that note, collaboration with the creative folks in your marketing department is a highly recommended practice for brainstorming unique engagement approaches.). To help inform and inspire your journey, here are a few tips, insights, and suggestions shared around the web recently. Remote selling is not a new idea, but is becoming far more commonplace due to recent events. What if you could have Snoop Dogg, Bethany Frankel, or Chunk from The Goonies helping you convince prospects? 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