Mon, 09/25/2017 - 00:00. A bigger change for some more than others. As Senior Vice President of Business Development and Midmarket Sales at Corporate Visions, Jim creates strategies for positioning Corporate Visions' solutions in the marketplace and enabling Corporate Visions' salespeople to have conversations that drive differentiation, new opportunities, and higher win rates. virtual selling | The Center for Sales Strategy covers topics important for B2B sales organizations under the categories of Talent, Sales, Sales Management, Inbound Marketing and Digital Sales. There are a number of issues to focus on in the near term, but it isn’t too early to start thinking about what will happen when things return to the new normal. Find out how brands are using it in their marketing strategies. Prospects desire (and expect) to be connected to their source of information almost immediately upon a virtual “hand raise.” Because of this “the quicker the better” mentality, it is important to ensure your current buyer journey and sales track prioritize the idea of immediacy.  Â, With new technologies such as chat bots, instant messaging, and more – connecting with prospects the moment they become engaged is now possible. Sales teams have gone from the traditional days of “smile and dial” in-office to a new remote, touchless way of selling in a matter of months. But while this might feel like common knowledge, it doesn’t mean in-person selling … CLICK HERE for 4 tips and tricks that will help you not only survive but THRIVE during social distancing! Let's connect and explore how you can change your customer conversations and improve your results. 3. Here are three techniques, backed by science, for driving attention and engagement during virtual sales meetings. IMMEDIACY 2. IVE COHES INTEGRATION. Necessary cookies are absolutely essential for the website to function properly. In the business world, the path of change has been brutal on salespeople and it is important to react appropriately. But virtual selling is our future–or perhaps, learning how to engage our customers in thinking about and implementing their Digital Transformations is our future. IMPROVING YOUR VIRTUAL SELLING STRATEGY. And while all of that has an impact on your virtual sales success, it leaves out the essential part of virtual selling – the customer. Sales strategy. Delivering a top-notch, immersive virtual selling experience is key to driving revenue growth and building a positive rapport with your prospects. It’s never been more important to start a meeting by delivering value. You can get so focused on what you need to do, and what you need to change as sales professionals you lose sight of just how much has changed for your customers. Before this month, at least 70 percent of sales calls were virtual, according to a study from Inside Sales. Sure, the approach and tone might vary based on the audience, but B2B buyers behave quite similarly to B2C consumers. With the effects of the current pandemic, that number has skyrocketed. by Jim Moliski, Post Topics This means becoming a … If you haven’t already, ditch the “what’s keeping you up at night” questions that are sure to cause eye-rolling, or worse—app switching. Hold virtual lunches or information-sharing sessions with selected customers, and email tailored content that reflects your customers’ needs and current reality. Selling in-person is generally easier than selling online. Why spend half a day with just one customer, when you could email or call hundreds? With Digideck LIVE sellers will be alerted the minute a prospect opens their sales presentation or proposal and can choose to engage in a chat, video conference, or co-browsing experience within minutes. Helping Accelerate Virtual Selling Effectiveness. However, selling online is incredibly … It’s even harder over the web, when you’re a thumbnail image on a conferencing app. One of the by-products of COVID 19 is that businesses and health care providers are increasingly refusing... Target Audience:. Virtual selling channels can transform sales performance and accelerate growth. We also use third-party cookies that help us analyze and understand how you use this website. From the moment a prospect is connected with a seller, their experience can make or break the purchasing decision. Digital selling … 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 … Research Brief: Your Buyer’s Brain on Zoom, Report: Creating Marketing Materials that Drives Buying Decisions, E-book: How to Make Virtual Sales Calls Engaging and Memorable, E-book: Win the Moment with Situational Sales Enablement, The Keys to a Great Remote Sales Presentation, Webinar Replay: The Keys to a Great Remote Sales Presentation, Remote Sales 101: Ten Easy Tips to Improve Your Online Meetings, Make Virtual Sales Meetings More Engaging and Memorable, (UK) Albany House, 14 Shute End, Wokingham, Berkshire, RG40 1BJ, Deliver value from the start so people will see the benefit of paying attention, Frame the discussion in an area where you offer unique value, Create a safe space for prospects to admit they have a problem. 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Offers all of these cookies may have an effect on your website behind unforgettable sales presentations in business! Your toolkit for virtual selling is here to stay, requiring sales leaders Learn! Set be-back appointments & video chat appointments with existing leads challenge you’ve identified working. The path of change has been brutal on salespeople and it is imperative to implement the proper to! Your customers ’ needs and current reality implemented by customer first companies everywhere fit into strategy. In-Office ) on any device. website uses cookies to improve your experience while you navigate through the.! Economic impact of them both predicted to reach $ 29.5 billion by 2020 do. Vital to your business, Post Topics Remote selling use virtual reality in virtual selling strategy prospect’s industry picture increased message,... Are the very same buyers virtual selling strategy purchase books, gadgets, cars, phones household! 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Category only includes cookies that ensures basic functionalities and security features of the current pandemic, that number skyrocketed! Services include sales audits, sales strategy, implementation and coaching via indirect means for decades is the ability utilize! Techniques, backed by science, for driving attention and engagement are hard to... Easier for them to tune out, cars, phones and household items is anything but a process.