RAIN Group

FEBRUARY 24, 2021

As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We asked buyers what influences their decisions the most when buying virtually. How do buyers make purchase decisions? Why do they choose one provider over another?

Virtual Selling 118

Virtual Selling Decision-making Sales 118

Showpad

JUNE 6, 2022

It actually became perfect timing for us because we were in the right spot to figure out how to realize Showpad’s potential and maximize its capabilities virtually. So 2020 became a year of training. We were still in our growing phase in year two at the same time COVID hit.

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

The Center for Sales Strategy

JULY 3, 2020

LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately: 77% of salespeople said they were holding more video meetings. 57% said they were making more phone calls. 51% said they were sending more emails.

Virtual Selling 118

Virtual Selling Meetings Organization Sales 118

The Center for Sales Strategy

FEBRUARY 26, 2021

> How to Build Trust & Deepen Connections With Your Buyer While Selling Virtually – LinkedIn. One day we’ll look back at 2020 as a turning point in the world of sales. But the shift to virtual selling has proven that the fundamentals of a great sale are still real relationships and customer value.

Virtual Selling 79

Virtual Selling Customer Value Sales 79

Revenue Storm

JANUARY 12, 2021

When reaching out to friends and colleagues in the new year, there is a familiar feeling permeating amongst all of them – “…thank goodness 2020 is over and let’s hope 2021 is better!”. Get Good at Virtual Selling. Virtual selling is going to be here for a long time to come. We all know hope is not a strategy.

Virtual Selling 78

Virtual Selling Value Proposition Sales Communication 78

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? In August 2020, Yelp reported that 165,735 businesses indicated that they have closed, and 97,966 (60%) of those were reported as permanent closures. In 2020, there was no playbook. But if you can: Adapt to remote selling and leverage technology.

Virtual Selling 125

Virtual Selling Shareholders Decision-making Communication 125

Miller Heiman Group

OCTOBER 6, 2020

The year 2020 has been a year of unprecedented turmoil on so many fronts. Source: 2020 sales performance study. Source: 2020 sales performance study. In our virtual selling environment, much may seem different. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished. win rates, but 23.8%

Supply Chain 109

Supply Chain Prioritization Decision-making Virtual Selling 109

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. Then I can't do the outdoor construction shoot, On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography.

Virtual Selling 94

Virtual Selling Decision-making Digitalization Construction 94

Hubspot Sales

JUNE 23, 2020

Experts believe that virtual selling may be here to stay when the pandemic begins to fade away. Even when your customers feel completely safe interacting with you in a face-to-face landscape, virtual selling will still offer a more convenient and cost-efficient way to communicate without travel.

B2B 111

B2B Digital Transformation Virtual Selling Digitalization 111

Chally

MARCH 18, 2021

In 2020 we saw a modest decrease in turnover, with average salesperson tenure increasing 3.6 A closer look at the 2020 data shows that this improvement in salesperson retention is almost entirely accounted for by a decrease in voluntary turnover – fewer salespeople left the safety of their current job on their own accord in 2020.

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. In 2020, I applauded them for trying hard not to send people out into the record masses of the unemployed. Another rep might work in an office and sell virtually, without every leaving HQ.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Brooks Group

JUNE 2, 2021

When Bob Dylan sung about how “The Times, They Are A-Changin’,” he likely didn’t have 2020 in mind – though he certainly created a relatable lament about unexpected transitions that still resonates today. Watch for burnout in your 2020 high performers. Co-written with Juan Kingsbury, Founder, Career Blindspot.

Emotional Intelligence 52

Emotional Intelligence Supply Chain Sales Virtual Selling 52

Brooks Group

JANUARY 5, 2021

We at The Brooks Group took the pulse of your fellow sales leaders throughout 2020, and as the year drew to a close, it appeared that many of your contemporaries were taking steps to shore up their leadership playbook to reflect the dynamics of the times.

Sales Leadership 75

Sales Leadership Leadership Sales Virtual Selling 75

PandaDoc

AUGUST 10, 2020

LinkedIn’s State of Sales Report 2020 shows that 44 percent of companies are seeing a significant decrease in responsiveness to social and other outreach because of COVID-19. During a recent Stop the Sales Drop Podcast , Lori Harmon mentioned that virtual selling will not be temporary.

Investors 52

Investors Decision-making Leadership Virtual Selling 52

SBI

DECEMBER 9, 2020

December 9, 2020 – Allego , the leader in sales learning and enablement solutions, today announced its acquisition of Refract , a UK-based leader in sales engagement and multilingual conversation analytics. Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract. NEEDHAM, Mass.

Acquisition 43

Acquisition Leadership Marketing Virtual Selling 43

PartnerTap

JANUARY 26, 2022

In 2020 when the world went into lockdown, many companies began to feel the effects. PartnerTap was a highly sought-after solution in 2020 and 2021. People were stuck behind their computers trying to find prospects through drip campaigns and trying to close deals virtually. It was a similar story for PartnerTap.

Computers and Electronics 97

Computers and Electronics Meetings Virtual Selling Remote Working 97

Aepiphanni

JANUARY 26, 2021

The pre-requisite here is to have a sales process that supports and is optimized for virtual selling. billion during 2020 holidays – a 32.2% Customers have become less mobile and reaching them online can bring continuous sales. Because online purchases in the US reached an all-time high of $188.2

Co-Creation 40

Co-Creation Luxury Goods Account Management Virtual Selling 40

Showpad

JUNE 29, 2021

These two challenges, especially the training challenge, show that enablement teams haven’t paid enough attention to preparing their customer-facing employees to be effective in virtual meetings. Showpad conducted the 2021 Modern Selling Study, a global survey at the end of 2020. Survey demographics.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

RAIN Group

JUNE 17, 2020

Since the global pandemic of 2020 began, virtual training has become imperative. But designing and delivering effective virtual training is the exception more than the norm.

Virtual Selling 52

Virtual Selling 52

Arpedio

MAY 30, 2022

With the rise of virtual selling comes the rise of omnichannel. digital advertising, social media, email, phone, in-person) and found that a multi-channel approach increased sales effectiveness by 10% from 2020 to 2021. Takeaway #1 - SAMs are “Journey Orchestrators”.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. We have a specific Virtual Selling category on this blog with plenty of other tips and techniques to help you sell remotely.

Meetings 62

Meetings Virtual Selling Decision-making Software 62

Aepiphanni

JANUARY 28, 2021

Many businesses, from eateries to business consulting, adopted virtual selling to at least pay operating costs. Long and arduous supply chains resulted in phases with halted production throughout 2020. And what were developed as temporary solutions, are now being refined for the long haul. Shift from complicated supply chains.

Supply Chain 40

Supply Chain Remote Working Suppliers Innovation 40

Showpad

APRIL 2, 2021

In 2020, the COVID-19 pandemic was responsible for moving a wide variety of business functions online. Virtual sales coaching followed suit. To get you on the right foot as you build out new plans for virtual sales coaching, we’ve put together a practical Remote Selling Resource Hub. Today, the landscape has changed.

Remote Working 52

Remote Working Onboarding Sales Logistics 52

Nutshell

APRIL 28, 2020

In 2020, it’s the new normal. The key to remote selling right now is taking the time to identify what your prospect actually needs, and putting aside what you’re trying to get out of the arrangement. Last year, remote work was a growing trend.

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Remote Working Sales Software Software 121

Zendesk

OCTOBER 12, 2021

The surge in virtual selling brought on by the pandemic has encouraged even more widespread usage. The CRM market grew 10 percent in 2020, compared to the average year-over-year growth rate of the three previous years. Today, over 90 percent of North American firms with 10 or more employees use a CRM.

CRM 98

CRM Software Software Virtual Selling 98

Showpad

JUNE 14, 2021

Since March 2020, Showpad has measured an enormous spike in our customers creating “Shared Spaces.” Organizations who follow these practices, from conducting non-linear conversations to following asynchronous selling motions are best positioned to succeed in our new environment. Nearly all businesses have moved towards virtual selling.

Meetings 59

Meetings B2C Stakeholders B2B 59

RAIN Group

JUNE 3, 2020

The first half of 2020 proved to significantly alter the way every single industry operates. Businesses have been forced to become more nimble and sellers have had to learn to sell virtually and remain productive while working from home.

Sales Environment 58

Sales Environment Sales Virtual Selling 58