How do we do that through a screen? A lot of technology feels dehumanizing. They’ll engage more buyers in less time and at a lower cost, shortening the sales cycle, while delivering a better customer experience. Provide Value from the First Minute It’s never been more important to start a meeting by delivering value. Sellers need to instill calm and confidence with customers scrambling to keep their own businesses in operation. Use a conversation planner. These barriers insulated the company from threats. Not only do you have to adapt quick but you have to do it well. For sellers who are steeped in traditional sales methods, it can be easy to dwell on the downsides of this seismic change. Your email address will not be published. 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." While sales is sales, and many of the same principles apply in person as they do virtually, there are tips and tricks that every sales person should be aware of during this virtual selling time. He covers many key elements, like forming specialized teams, training reps on digital tools to create their own content, and aligning sales and marketing. Select Accept cookies to consent to this use or Manage preferences to make your cookie choices. Account-based strategies offer a practical means to drive powerful personalization in your sales and marketing efforts. Virtual Selling Enables an Agile Approach Previously, companies could sell a product and build revenues behind protective barriers. Plan out your calls as structured conversations, with thoughtful research and prepared questions. If you have not prepared for, reacted to, or at least worried about the effects of the coronavirus (aka COVID-19) on the U.S. and world economies, you may be guilty of ostrich syndrome (a psychological term to describe behavior where we deny or refuse to acknowledge something that is blatantly obvious). “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.”. 3 Techniques for Improving Long Term Retention of a Virtual Sales Program. To help give sellers more bandwidth for this focus, Forrester says “AI and automation will put sellers on a path to fulfill their consultative destiny” by reducing the burden of manual data entry and other tasks. Read our seven tips to maintain sales momentum in … “We don’t need to necessarily settle; we can embrace the strength and benefits that exist only in a digital environment,” says Butts. Skype calls. Sellers are being challenged to show they understand who they’re talking to and create one-on-one connections, which can be more difficult to achieve without face-to-face interaction. Sellers need a game plan, and confidence and skill to fully embrace and execute a virtual selling strategy. 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. Our virtual selling solution services include sales audits, sales process mappings, sales strategy, implementation and coaching. Science-based selling is as a sales technique that includes social psychology, neuroscience, and behavioral economics. Virtual meetings often start late and have a hard stop, so be prepared. Webcams. 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. As it relates to sales, it has forced all salespeople to learn to master selling virtually. Utilizing these tools is proven to improve win rates with 74% of buyers purchasing from the first seller to provide this value. What if you could have Snoop Dogg, Bethany Frankel, or Chunk from The Goonies helping you convince prospects? Westend61 / Getty Images. For some perspective on bringing previously in-person engagements into the virtual space, consider checking out the latest B2BMX podcast episode, in which hosts Alicia Esposito and Klaudia Tirico chat with Demand Gen Report’s Sherri Butts to unpack the story behind B2B Sales and Marketing Exchange’s pivot to a digital event. 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. Our webinars include LIVE Q&A’s, chat, polls, … #3: Promotes Deliberate Practice. #1: Gamification. COVID-19 Virtual Selling Tips. Refine your elevator pitch to focus on how you can benefit people during this time. We take it as an article of faith that people do business when they know, like and trust us. It makes your sellers instantly more productive. In the virtual environment, you hav… If you... 2. The core skill set of what makes a great sales rep will remain the same, but certain skills will now have elevated levels of importance. 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