Miller Heiman Group

DECEMBER 21, 2020

COVID has greatly affected the buying and selling process. A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. Acknowledge changes in the buying/selling process. . Recognition of these stakeholders is key.

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Sales Outcomes

NOVEMBER 20, 2023

Body language accounts for 55% of communication, while words account for only 7%. So, minor improvements in body language can lead to significant improvements in communication effectiveness and enhance or inhibit connection with customers and prospects. For more Virtual Selling Tips, Click Here to Subscribe to Two-Bullet-Tuesday

Virtual Selling 52

Virtual Selling Communication Prioritization Meetings 52

Customer Think

AUGUST 16, 2021

As we emerge from the pandemic, there are a lot of discussions about the future of sales. A lot of the discussion focuses on virtual selling–leveraging technologies like Zoom, Teams, and others as key engagement approaches. The post Virtual Selling Is Not The Future Of Sales!

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Virtual Selling Future of Work Sales Communication 64

Revenue Storm

OCTOBER 12, 2021

We are approaching 80 weeks of managing complex sales cycles virtually. When it comes to complex sales, we have learned several critical lessons about how to connect and gain a relationship advantage. It has become increasingly more difficult to get the feel for how a sales call is going. Use simple language.

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Virtual Selling Meetings Digitalization Communication 78

Sales Outcomes

JANUARY 16, 2023

Body language accounts for 55% of communication, while words account for only 7%. So minor improvements in body language can lead to significant improvements in communication effectiveness. Body language is an unspoken way that people unconsciously communicate their thoughts. Lean in to demonstrate you’re engaged.

Virtual Selling 52

Virtual Selling Communication Prioritization Meetings 52

Corporate Visions

MARCH 19, 2020

The post Virtual Selling Just Became Vital to Your Business by Jim Moliski appeared first on Corporate Visions. Are your salespeople prepared for the unique challenges of virtual selling? Before this month, at least 70 percent of sales calls were virtual, according to a study from Inside Sales.

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Virtual Selling e-Learning Decision-making Sales Environment 52

CoSell

JULY 8, 2020

Virtual Selling is here to stay. As I’m sure you’ve been noticing, the business world has shifted from “virtual hesitation” to “virtual selling.” This shift is especially notable in B2B sales. While last year, sales professionals relied on face-to-face meetings, today virtual conferences are the norm.

Virtual Selling 52

Virtual Selling Value Proposition Decision-making Insurance 52

SBI

JUNE 23, 2020

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. Sales teams have faced a long list of challenges this year due to the pandemic. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal. But the rapid shift to virtual selling has not been uniform.

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Virtual Selling Brainstorming Value Proposition Financial Services 57

Mercuri International

MAY 22, 2024

The transition to “virtual selling,” “remote selling,” or “distance selling” has become the new standard in the wake of the COVID-19 pandemic, transforming what was once a rarity into a routine practice. This quickly shifted. This quickly shifted.

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Virtual Selling Sales Artificial Intelligence Emotional Intelligence 52

Sales Gravy

AUGUST 11, 2023

Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience in building and leading a successful sales team.

Virtual Selling 78

Virtual Selling Leadership Healthcare Communication 78

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences. Can you share an example?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

Revenue Storm

JANUARY 12, 2021

So, I thought we could look at 2020 and consider four practical sales habits we, as sales professionals, could implement in 2021 to take ownership of and accelerate our path to success. Get Good at Virtual Selling. Virtual selling is going to be here for a long time to come. Execute with Courage.

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Virtual Selling Value Proposition Sales Communication 78

Mike Kunkle

JUNE 12, 2022

If you absolutely can’t avoid it and find yourself needing to resize and retool your sales force again at this time, I have some advice that I hope might help. Sometimes, it seems to me as if critical thinking is at an all-time low right now, especially in the sales profession. Reengineering Sales Performance.

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Sales Decision-making Virtual Selling Remote Working 130

CoSell

JANUARY 28, 2021

As you grab the reins for virtual selling, it’s good to know that digital selling the way to go. According to recent reports from McKinsey, virtual selling is the name of the game for B2B companies. Let’s look at how people around the world are responding to, adapting to, and embracing virtual selling.

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Virtual Selling B2B Digitalization Sales 72

Sales Gravy

JULY 23, 2020

Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity. Familiarity is virtual selling lubrication.

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B2B Virtual Selling Communication Sales 59

ACT

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organisations to optimise costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

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Sales CRM Virtual Selling Communication 52

ACT

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organisations to optimise costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Sales 52

Sales CRM Virtual Selling Communication 52

SalesGlobe

NOVEMBER 4, 2021

The future of sales is here, and it’s not about changing a sales methodology and adapting your “talk track.” The interaction between buyers and sellers is the most impactful sales dynamic. Telephone, Internet, and Virtual Communications. Virtual Selling. Digital Buying. Now that is disruption.

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Artificial Intelligence Virtual Selling Internet Sales 52

Brooks Group

MARCH 27, 2023

What Do We Mean By Pharmaceutical Sales Training? Train your employees to master pharmaceutical sales! Proper Sales Training For Pharmaceutical Must Include These Factors To connect with prospects and current clients, reps need to make sure to keep the following factors under consideration.

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Sales Training Interpersonal Skills Healthcare Virtual Selling 52

Hubspot Sales

JUNE 23, 2020

Sales teams are being tasked with navigating and selling in an uncertain business environment. As the global economy regains its footing after the fallout from COVID-19, business leaders are focused on finding a new way to protect the bottom line and their communities at the same time. Setting the Stage for the Future of Sales.

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B2B Digital Transformation Virtual Selling Digitalization 122

Brooks Group

JULY 11, 2022

Sales is all about relationships. Whether you are selling to a customer in person or over the phone, the ability to build a relationship is key to success. However, when you are selling virtual products or services, this becomes even more important. Virtual sales is all about communication.

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Virtual Selling e-Learning Sales Training Sales 52

Sales Gravy

JULY 9, 2020

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. Most reps never even get close to ten a week.

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Meetings Virtual Selling Stakeholders Sales 59

Showpad

NOVEMBER 12, 2020

The first type of need is the one most commonly discussed in sales: buyer challenges, their pain. Uncovering your buyers’ Afflictions is a crucial step in the sales process. The reasons for this are simple: If the buyer communicates her business afflictions to you, then it’s likely she wants them to go away as soon as possible.

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Virtual Selling Meetings Sales Training Decision-making 116

CoSell

JANUARY 14, 2021

Yet, it is up to us to lead—and to do this, it helps to learn what other sales and marketing leaders are discovering for virtual success. They look at the best practices of European sales and marketing leaders in responding to the current requirements to work virtually. With Co-Selling, this is foundational.

Marketing 80

Marketing Virtual Selling Sales Prioritization 80

Customer Think

MAY 2, 2021

The post The Future Of Selling Driven By The Future Of Work! Related Posts: Solving The Communication Challenge Talking About Virtual Selling Reinventing Selling! The Future Of Sales Is Virtual. first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Banish These Words, "For Now.".

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Future of Work Virtual Selling Communication Sales 75

Mike Kunkle

OCTOBER 24, 2021

It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. And for sales enablement leaders who are integrated into the sales force they serve, it’s no different.

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Sales Prioritization Sales Analytics Sales Training 130

Sales Gravy

AUGUST 16, 2020

On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. There is no tool in your sales arsenal that is more powerful than the phone. Fear of the Phone.

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Virtual Selling Leadership Communication Sales Management 102

Sales Gravy

JULY 30, 2020

Mastering the "Yes - And" Sales Improv Framework Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales. You'll learn how developing the same skills comedians and actors use on stage, can help you in front of buyers during sales conversations.

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Virtual Selling Sales Organization Communication 66

Hubspot Sales

NOVEMBER 17, 2020

Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Offices have gone virtual. What changes can sales leaders think about making when they are planning for next year? Sales leaders, let’s dive in.

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Virtual Selling Shareholders Decision-making Communication 126

Brooks Group

JULY 14, 2023

In a rapidly changing world, the success of your business may depend on one key factor: how effective the company’s sales leaders are. Good sales leaders (vice presidents of sales) are simply more effective. Sales leaders are no exception. Every sales professional knows that a good attitude can get you far.

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Sales Training Virtual Selling Sales Decision-making 52

CoSell

JANUARY 21, 2021

How can you optimize your virtual sales performance in the face of ongoing surges and restrictions with COVID-19? How can you focus your efforts of this time period to boost sales — during the pandemic and beyond? In many ways, selling is always about managing change. This question is on everyone’s mind.

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Sales Virtual Selling Meetings Communication 97

CoSell

FEBRUARY 9, 2021

In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished. Let's look at 3 big reasons why the next big thing in co-selling is optimism. Virtual selling and co-selling are creating an optimistic outlook. It's not rocket science.

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Virtual Selling Profitability Digitalization Innovation 98

Sales Gravy

AUGUST 27, 2020

On this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people. This is Part One in our series on 5 Minute Selling - how to get a massive amount of sales activity done, a few minutes at a time.

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Virtual Selling Account Management Stakeholders Communication 59

Showpad

JUNE 29, 2021

Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle. This domain should also be closely connected to sales effectiveness.

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Onboarding Sales Leadership Sales Leadership 66

Brooks Group

JUNE 26, 2023

The profession of sales is changing rapidly. More than ever, sales professionals need sales training programs that can help them keep pace with the demands of the modern sales process. Sales training pays off in many ways. Sales training pays off in many ways. What is Sales Training?

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Sales Training Sales Onboarding Profitability 52

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. Make the quota discussion a collaborative effort.

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Sales Leadership Leadership Sales Virtual Selling 87

Brooks Group

JANUARY 27, 2021

A recent study by McKinsey & Company found that 89 percent of sales professionals will prefer virtual sales for at least the next year, and perhaps beyond. Phone: The time-honored phone call should not be discounted, even in this era of virtual selling. Please don’t hesitate to reach out.

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