SBI Growth

MARCH 30, 2020

Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?

Inside Sales 331

Inside Sales Face-to-face Meeting Travel 331

Partners in Excellence

AUGUST 12, 2021

It’s become high fashion to declare the future of selling is “virtual.” ” While F2F, telephone, text, and other approaches will continue to exist, everything is moving to virtual. That improved productivity data is always accompanied by cost of selling data.

Fashion 118

Fashion Call-back Channels Up-Sell 118

Sell Integrity

SEPTEMBER 8, 2020

Virtual selling has changed the way that customers are choosing- or not choosing- to interact with salespeople, often in significant ways. While the fundamentals of selling aren’t different in a virtual setting, the dynamics are, and many salespeople are struggling to adapt. The Shift To Virtual Selling.

Call-back 90

Call-back Licensing Up-Sell Video 90

Janek Performance Group

DECEMBER 28, 2021

It’s part of an organization’s sales enablement strategy that primes reps to believe in and sell their products and services to the best of their ability. More importantly, content, such as blogs, white papers, and case studies, helps buyers see sales reps and their organizations as trustful advisors at the forefront of their industry.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

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

Sandler Training

JANUARY 25, 2022

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. . The post How to Succeed at Virtual Selling [PODCAST] appeared first on Sandler Training.

How To 79

How To Training Sales Process Strategy 79

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

Sandler Training

SEPTEMBER 29, 2020

The post Six Big Myths about Virtual Selling appeared first on Sandler Training. The old distinction between “field sales” and “inside sales” is an increasingly irrelevant one. Today, the most effective and productive sales teams see themselves as remote sales professionals.

Inside Sales 107

Inside Sales Field Sales Training Sales 107

Allego

MARCH 10, 2022

Selling has undergone a dramatic shift in the last two years. While virtual selling has been an essential part of the sales process for years, it became the only process during much of the pandemic. That shift is a challenge for some sellers who are still struggling to succeed at virtual sales.

How To 62

How To Video Selling Skills Proposal 62

Sell Integrity

OCTOBER 2, 2020

Most selling today is done virtually. Virtual selling strategies and techniques are in some ways similar to F2F selling, and in other ways quite different. The sales teams that adapt their virtual selling skills – over Zoom and other platforms – are coming out on top.

Selling Skills 54

Selling Skills Up-Sell Strategy Sales 54

Sell Integrity

SEPTEMBER 22, 2020

There are three factors that play a pivotal role in healthcare sales reps’ ability to adjust to this virtual selling environment and deliver value that results in more appointments and more closed deals. Helping Healthcare Sales Reps Adjust to Virtual Selling. by Mike Esterday. Drop-in visits? Not likely.

Face-to-face 82

Face-to-face Pivotal Gatekeeper Energy 82

Allego

FEBRUARY 9, 2021

. “Our company may be working from different parts of the country, but we’re building stronger, more connected teams that are prepared for virtual selling in 2021 and beyond.” — Josh Zimmer, Fannie Mae. Virtual Selling Success. Learn More.

Pharmaceuticals 62

Pharmaceuticals Scale Sales Enablement Distribution 62

Selling Power

MAY 12, 2020

Today's blog post is by Ben Taylor. Virtual selling requires more than a camera. Sales teams are discovering that virtual selling is different from executing normal sales conversations in front of a screen. Understanding these new skills is critical because virtual.

Selling Skills 64

Selling Skills How To Video Conversion 64

Sandler Training

JANUARY 25, 2022

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. . The post How to Succeed at Virtual Selling [PODCAST] appeared first on Sandler Training.

How To 52

How To Training Sales Process Strategy 52

Showpad

JUNE 6, 2022

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. For both, it’s about finding new ways to follow up in this virtual world. How does technology support you in this new hybrid world of selling?

Field Sales 52

Field Sales Lead Rank Lead Scoring Top of Funnel 52

Carew International

JANUARY 7, 2021

We are kicking off 2021 with a collection of our top 5 leadership blogs from the past year: Grit: Why It’s Important and How to Build It on Your Sales Team. Four Tips to Help Your Sales Team Sell Virtually. Access our blogs anytime and anywhere by downloading our mobile app. Important Versus Urgent.

Maximizer 87

Maximizer Training How To Sales 87

Drift

NOVEMBER 8, 2021

It’s a no-brainer: Your sales team is there to sell your product. So how can you make time for your sales reps to actually sell without massively increasing your headcount? Drift’s Virtual Selling Assistants (VSAs) are AI-powered chatbots that are. But that might be less true than you think. Shocking, right?

Revenue 62

Revenue Sales B2B 62

Sell Integrity

DECEMBER 8, 2020

My last column for Top Sales World – in the July 2020 issue – was titled Successful Selling When Your World Turns Upside Down. That piece had a warning for salespeople and customer service teams everywhere: Your jobs have changed – your customers too – and it’s time to understand selling in a new world. Prepare like crazy.

Gatekeeper 72

Gatekeeper Intent Call-back Up-Sell 72

Mereo

JANUARY 8, 2021

AUSTIN, TX (JAN 2021) — Mereo LLC, a leading consultancy to Fortune 50 B2B organizations and high-growth mid-enterprise companies, has been awarded the bronze medal for the Top Company Blog category in the Top Sales Awards 2020, selected from hundreds of global participants. EXPLORE THE AWARD-WINNING BLOG. ABOUT MEREO.

Company 50

Company SAP eBook B2B 50

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. What components of an existing sales process transfer well to virtual interactions?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales 2.0

DECEMBER 4, 2023

Since most of us are short on time, I distilled the book down into a blog post. While we wait for the perfect “artificial assistant”, we can use a virtual (real) one to help us research and leverage our social connections. Another interesting view on how to leverage the social graph. ​

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Referrals Data LinkedIn Research 195

The Sales Readiness Blog

JANUARY 20, 2022

It may seem like a lifetime ago, but early in the pandemic people thought “Work from Home” was just a temporary disruption. CEOs of large corporations publicly stated that as soon as the vaccine was available, all employees would have to come back to the office.

Sales Management 52

Sales Management Sales 52

Showpad

NOVEMBER 21, 2021

What’s one of the biggest shifts sales management needs to be thinking about now that we’re in this hybrid world of selling? It’s really tough right now because we’re talking about huge deal sizes and we’re asking people to commit virtually. How are you interacting with your customers to support sales?

Face-to-face 98

Face-to-face Revenue Training Data 98

MTD Sales Training

MARCH 31, 2020

Selling is tough at the moment isn’t it? Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. Some might prefer the phone so don’t ram video conferencing down their throat just because everyone is virtual working. Happy selling! You might be in the same situation.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

The Sales Readiness Blog

FEBRUARY 14, 2022

My company recently moved away from a stand-alone office phone system to an integrated platform that combines virtual meeting functionality with chat and telephony. Sitting next to me, collecting dust, is a relic of a by-gone era: my desk phone.

Prospecting 52

Prospecting System Meeting Company 52

Awarathon

APRIL 30, 2024

Virtual Role-Playing Scenarios for Skill Development: Awarathon offers immersive virtual role-playing scenarios powered by generative AI. As sales reps engage in virtual role-playing scenarios, Trinity offers immediate feedback on performance, highlighting strengths and areas for improvement.

Automotive 52

Automotive Training Analysis Retention 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

The Center for Sales Strategy

SEPTEMBER 4, 2020

Or you could check out the following blog where Contributing Editor, Jeff Haden asked one million-plus LinkedIn followers a simple question: " If you could cause every boss in the world to start doing one thing, what would it be?" How do you become a better boss?

Google 76

Google LinkedIn Motivation 76

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.”. So, what would be the best practices to adhere to when meeting up with a client virtually? Virtual Meeting Don’ts.

Meeting 156

Meeting Face-to-face How To Call-back 156

Mereo

DECEMBER 14, 2022

Seek to Serve, Not to Sell ® is deeply embedded into our culture at Mereo — and that also applies to our thought leadership. As organizations moved to virtual and hybrid options during the pandemic to conduct day-to-day operations, some have chosen to maintain this mode of delivery even with the ease of restrictions.

Sales Enablement 45

Sales Enablement Face-to-face B2B Buyer 45

No More Cold Calling

DECEMBER 30, 2021

I dropped the ball this year, and I confessed to my mistake in my November blog post: “I Was Neglecting My Customer Relationships. ” This might take the place of one of the two blog posts you receive every month. Look at the Camera Already [The Importance of Eye Contact in Virtual Sales]. None of us grow by staying the same.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

No More Cold Calling

OCTOBER 1, 2020

I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell. Referral selling is hard for us all, because it’s the most personal kind of selling. 3 Referral Selling Skills All B2B Sales Reps Should Practice.

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

Partners in Excellence

JUNE 27, 2014

Before many of my friends who’ve written quite outstanding books/blogs on Selling get up in arms, let me re-phrase this, “Stop reading ONLY books/blogs on selling!” ” Also, selfishly, I want more and more folks to be reading this blog – so please don’t stop.

Face-to-face 91

Face-to-face Conference Up-Sell Discount 91

Julie Hanson

JANUARY 4, 2021

While the physical adjustments required to go from selling face-to-face to video seemed simple enough (standing vs. sitting, a wave vs. a handshake, a screen instead of a live face) based on the results, the transition went anything but smoothly for most people! Using virtual backgrounds (Blog: Virtual vs. real backgrounds ).

Video 103

Video Face-to-face How To Up-Sell 103

Showpad

NOVEMBER 16, 2021

We very rarely sell directly to a customer, so we have a critical need for education, streamlined communications, and tools that can be given to people that aren’t our direct employees. I’d be like, “People, we don’t even sell this anymore.” . We’re about a $3 billion organization with six business units.

Lead Rank 98

Lead Rank Industry Lead Scoring Leads 98

MTD Sales Training

APRIL 7, 2020

How can we quickly adjust to selling in this digital world? There are many solutions out there that exist for virtual meetings and they can be quickly adapted to meet the needs of the modern-day salesperson who needs to keep in contact with buyers and decision-makers alike. How do we actually sell online?

Face-to-face 210

Face-to-face Decision Maker Skype Microsoft 210

Drift

FEBRUARY 23, 2021

Did that headline make you do a double-take? That’s what I was going for. But let me make one thing clear. I’m not here today to talk to you about replacing jobs. I’m here to talk to you about how to get more out of what you already have by making your salespeople much, much more efficient.

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Study B2B How To Sales 62