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 organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Allego

SEPTEMBER 2, 2021

How you gather, manage, and use information will determine whether you win or lose.” Today, we’re experiencing a similar revolution—the transformation of in-person sales to virtual selling. Today, we’re experiencing a similar revolution—the transformation of in-person sales to virtual selling.

Face-to-face 126

Face-to-face Travel Microsoft Meeting 126

Julie Hanson

OCTOBER 14, 2022

5 Virtual Selling Myths…True or False? There’s a lot of advice floating around about virtual selling and how to best connect with prospective buyers on camera. That’s why it’s vital that you separate the virtual selling myths from the reality. 5 Virtual Selling Myths: True or False?

Face-to-face 127

Face-to-face Video Buyer Up-Sell 127

Allego

JANUARY 12, 2022

As Curt Sanders, senior manager, inside sales at WillScott, posted : “My work #resolution this year is to keep that focus on the folks that trust me with their careers and success to keep them growing and evolving to better their careers and lives.”. Align KPIs across teams, especially sales, marketing, and customer success.”.

How To 116

How To Selling Skills Collateral Microsoft 116

Allego

NOVEMBER 10, 2022

Technology has evolved as a competitive weapon in sales,” said Jim Lundy, CEO and Lead Analyst at Aragon Research, during a recent webinar, How to Hit Your Team’s Numbers During Tough Economic Times. But now they realize they can’t cut tech because they won’t be able to compete virtually if they do. Selling today is hybrid.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. Some of you may think, “The best way to sell is face-to-face” or “Technology creates a barrier between me and a buyer.” Adapting to a New Way of Selling. That’s true whether you are selling virtually or in person.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

Allego

JULY 20, 2021

As a perennial top performer for twenty-five years in the pre-pandemic, in-person selling era, Michael was skeptical about whether he should embrace the concept of virtual selling when his company announced a work- from-home policy in March 2020. Mastering the Art of Virtual Selling.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

Pipeliner

MARCH 13, 2024

The Power of Relationships in Sales The human element remains a cornerstone for success in the fast-paced sales world. Why Relationships Matter More Than Ever The Foundation of Trust Building trust is at the heart of any successful sales strategy.

Video 52

Video Face-to-face Sales Methodology Loyalty 52

Julie Hanson

JANUARY 15, 2024

Every time I read an article about virtual presentation mistakes, I roll my eyes. What is rarely discussed are those surprising virtual presentation fails exclusive to presenting in an online world. Virtual audiences are notoriously passive and trying to match that energy will have your audience dosing off in no time.

Face-to-face 77

Face-to-face Energy SAP Video 77

Allego

JANUARY 4, 2022

This post appeared originally on Sales & Marketing Management. When it comes to career growth, many factors play a role in our success, like meeting with managers to discover areas of improvement, attending events to network and rub elbows with industry peers, and participating in webinars to learn skills of the trade from experts.

Hiring 127

Hiring Webinar Metrics Sales Enablement Maximizer 127

Allego

JANUARY 17, 2023

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. She is a certified instructor of SPIN Selling and holds the Certified Business Coach designation. Episode 56: Developing Virtual Sales Confidence | Melissa Finnegan. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

Google 118

Google Licensing Sales Enablement Groups 118

Highspot

JANUARY 14, 2024

In turn, businesses have to adapt and innovate in virtual selling. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. What Is Virtual Selling? What Does Virtual Selling Look Like? What Does Virtual Selling Look Like?

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Sell Integrity

MARCH 11, 2021

Virtual Engagement For Remote Selling. Remote Selling Success Starts Before The Call Even Begins. What is the ‘digital disconnect’ and how effectively are you dealing with it? Virtual Sales and the Distracted Customer. The meeting needs to be much more tightly organized when done virtually.

Webinar Metrics 127

Webinar Metrics Face-to-face Lead Rank Intent 127

Allego

JULY 1, 2021

So, why am I diving into the myths of virtual selling ? > Watch on-demand: Mastering Virtual Selling: How to Orchestrate Sales Success in a Hybrid World. In my new book, Mastering Virtual Selling , my co-authors and I debunk these common myths. They can affect your mindset.

Face-to-face 124

Face-to-face Scale Call-back Buyer 124

Allego

AUGUST 24, 2021

As a CMO or product marketer, the ball is in your court for how well your company handles market pressures. Sales enablement is an emerging function that serves as the glue to unite previously siloed activities including sales content management, onboarding and training, product launches, coaching, and virtual selling.

Sales Enablement 171

Sales Enablement Top of Funnel Face-to-face Hiring 171

Partners in Excellence

APRIL 9, 2024

“How big is your tech stack” seems to have become a statement more ego driven then results driven. This adversely impacts our win rates, success, and our ability to invest in the highest quality opportunities. Define and execute a selling process aligned with your customer buying process.

Ideal Customer Profile 116

Ideal Customer Profile Face-to-face CRM Opportunity 116

Shari Levitin

APRIL 21, 2022

When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. To build trust with customers virtually, we need to leverage online tools to augment the subtle physical and psychological cues our mind uses to build trust.

Face-to-face 133

Face-to-face How To Decision Maker Conference 133

Partners in Excellence

OCTOBER 4, 2023

Imagine what we could do, without impact to the cost of selling, if we started being more effective in how we manage each deal? That would double our revenue and attainment at virtually zero incremental cost of selling! How should we be coaching them? Too often, however, we could/should be doing much better.

Opportunity 109

Opportunity Scale Revelation Quota 109

Alice Heiman

NOVEMBER 29, 2022

He thought, what if you could continue the dialogue started at conferences virtually? Since his company was already selling an eLearning platform, he simply went to his existing customers to validate the idea. eZ-Xpo provides the middle of the funnel nurture interactions virtually. And then the pandemic hit.

Top of Funnel 131

Top of Funnel Company Lead Rank Trade Show 131

Partners in Excellence

AUGUST 11, 2023

This was the opening line in one of the best posts I’ve read recently. It’s from the brilliant Suzi McAlpine, be sure to read the post: 5 ways you can build in reflection to improve performance. We measure our success on volumes and velocity of outreaches. What do we need to change and how do we change?”

Coaching 90

Coaching Quota Groups Data 90

Allego

JULY 28, 2022

It’s understandable, as sales are what drive a large part of a company’s success. But in today’s B2B world, sales teams must think of selling as a service—the service of helping people buy, said Allego President & Co-founder Mark Magnacca. Just-in-Time Learning Key to Virtual Selling Success.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. You also need to add new skills of engagement, technical aptitude, active listening, follow up, and time management to your toolbox of selling techniques.

Collateral 147

Collateral How To Video Face-to-face 147

Allego

JANUARY 25, 2022

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 38, commercial leader Terry Coutsolioutsos shares how digital transformation helped solve the biggest challenges facing Siemens’ customers, created better experiences for sellers, and fostered a more diverse and inclusive culture.

Lead Rank 118

Lead Rank Lead Scoring Buyer Google 118

SalesProInsider

JUNE 21, 2023

Virtual prospect meetings became mainstream in 2020 because we didn’t have a choice. Yet, while they were forced, there seemed to be a “magic” to these virtual sales meetings because we no longer had to travel, only had to focus on our appearance from the waist up, and could work with anyone anywhere! Assumptions.

Conversion 71

Conversion Prospecting Travel Meeting 71

Allego

JUNE 29, 2021

The challenges caused by COVID-19 launched a boom in virtual selling and an estimated 90% of B2B sales are now virtual. > > Watch Now: How to Use Rep-Centric Sales Enablement to Future-Proof Your Revenue Engine. Virtual selling requires new skills, new content, and increased “backstage” support.

Sales Enablement 123

Sales Enablement Scale Hiring Harvest 123

Allego

JUNE 22, 2021

This month we spoke with Shelly King , Manager of Sales Force Development, at CooperVision , a leading global manufacturer of soft contact lenses, about her role and how her team responded to the challenges of a virtual environment. ” Allego: How did the pandemic impact you and your team?

Training 137

Training Customer Hiring Face-to-face 137

Allego

SEPTEMBER 28, 2022

Virtual selling was once the response to a socially distanced world, but now it has transformed how B2B sellers will connect with customers moving forward. According to a Bain & Company survey , 92% of B2B buyers prefer virtual sales interactions, with 79% of sellers also realizing its effectiveness.

Sales Enablement 71

Sales Enablement Hiring Video Sales Cycle 71

Allego

DECEMBER 29, 2020

This post appeared originally on the Seismic blog. When the business world shifted from in-person to virtual this year, B2B sales changed too. We decided to find out how sellers are adjusting to this virtual environment and what’s helping—or hindering—them. Reason 1: Marketing is the glue that makes sellers effective.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Partners in Excellence

MARCH 8, 2022

According to much research and too many pundits on social media, the future of selling is virtual–or perhaps hybrid. Of course, they are engaging sales people through virtual channels, but that’s an increasingly small part of how and where they spend their time in their digital buying journey.

Revelation 85

Revelation Face-to-face Social Media Selling Skills 85

Allego

MARCH 31, 2021

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 22, Rhomes Aur , CEO of First Horizons Advisors, shares insights on achieving the right kind of growth, the role of financial services companies in serving communities, and the opportunities of virtual selling. From This Episode.

Banking 147

Banking Face-to-face Scale Hiring 147

Alice Heiman

SEPTEMBER 13, 2021

FACT or FICTION: Virtual Sales are HARD. . A recent Gartner research study cited that “An overwhelming 93% of sales reps are experiencing significant virtual sales challenges.” My friend Lauren Bailey posted about this on LinkedIn, and I responded with utter disbelief. . How can this be? Click to tweet.

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

SBI

JUNE 23, 2020

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. This has left many teams wondering how prepared they are for Q3. 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.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. Prior to Allego, Yuchun co-founded and served as CEO of marketing automation provider Unica, guiding it through a successful IPO and sale to IBM.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Allego

FEBRUARY 2, 2021

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. How do I want to show up? Why am I there?

Sales Leadership 127

Sales Leadership Face-to-face Distribution Webinar Metrics 127

Alice Heiman

FEBRUARY 13, 2024

Recognizing the urgent need to pivot, Harris spearheaded the transition to virtual and e-learning platforms, ensuring that the high demand for Challenger’s training could be met despite the constraints of the global crisis. CEOs should consider how their sales teams are structured to best meet the diverse needs of their clientele.

Demand Generation Agencies 75

Demand Generation Agencies Hiring Demand Generation Demand Generation Targets 75

Janek Performance Group

MARCH 8, 2024

With training companies ranging in size and expertise, not to mention price, here are the top considerations: Reputation Measurable success Expertise Today, a company’s reputation is essential to their brand. A company that does not share success may not have success to share. From this, the benefits are clear.

Training 62

Training Face-to-face Education Negotiation 62

Julie Hanson

MARCH 11, 2021

In a virtual world, eye contact takes on even greater importance as other means of connecting with our customers are unavailable to us. Selling on Video. Selling on Video. People dramatically over-estimate how much eye contact they are actually making on video calls. Selling on Video. Selling on Video.

Video 139

Video Face-to-face Study Up-Sell 139