Understanding the Sales Force

APRIL 15, 2024

The Covid crisis was short lived as most selling transitioned to virtual and most companies that weren’t directly impacted continued to buy. .” The one we are most familiar with is, “It ain’t over til it’s over.” ” He is also known for saying, “It’s déjà vu all over again.”

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Hiring Discount Decision Maker Call-back 182

Julie Hanson

APRIL 11, 2024

Imagine if you could boost your team's influence in virtual demos and meetings by more than 70%! It might sound like a dream, but it's a reality that many are now experiencing through the power of virtual presence training. Why is virtual presence training so important in sales?

Training 62

Training Face-to-face Competition Benefit 62

Sales 2.0

MAY 15, 2023

AI will change the buying process. What we should be doing is asking ‘Where do we see AI impacting buying in the next two or three years?’ In the next three to five years, I see virtually a 100% of transactional selling being done bot to bot. is the wrong question. Low risk deals won’t need a salesperson. “In

Ideal Customer Profile 221

Ideal Customer Profile Up-Sell Buyer Survey 221

Partners in Excellence

APRIL 11, 2024

They want rep free buying experiences, even though it’s more difficult and they have higher levels of regret. Imagine, at virtually $0 incremental cost, getting win rates to 30-40%. This can virtually double revenue! And our customers don’t want to see us! Why is this happening? We are scaling at unbelievable rates!

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Scale Maximizer Quota Revenue 122

Sales and Marketing Management

DECEMBER 14, 2020

Author: Jake Miller Until the promising COVID-19 vaccines are produced, distributed and widely received by the public, virtual selling will continue to be the norm for B2B sales. Navigating the world of virtual selling may seem simple, but being a great virtual salesperson takes more than simply shifting every meeting to a video conference.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

Hubspot Sales

JANUARY 30, 2024

Prioritizing virtual selling. The pandemic lifted virtual selling to new heights, and new sales tools emerged that made it easier to sell in the “new normal” because virtual channels were often the only way for work-from-home salespeople to contact prospects. This is not to say that virtual selling will die out.

Trends 98

Trends Social Media Lead Rank Lead Scoring 98

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. We are optimizing to our own objectives, ignoring how the customers want to be engaged and their preferred buying process.

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Fashion Call-back Channels Up-Sell 129

The Pipeline

MARCH 26, 2020

Now I understand that many businesses are shuttered down and are neither buying nor selling. The answer is anyone that is in your target group that will be buying from their new base of operation, their basement. Prospecting Unbound – This was a virtual summit I presented in October 2019, along with 12 other prospecting experts.

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Wireless GoldMine Face-to-face Prospecting 397

Allego

JULY 20, 2021

B2B buying has changed, possibly forever. 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.

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Buyer B2B Buying Cycle Face-to-face 133

Julie Hanson

SEPTEMBER 20, 2023

Remember the early days of the pandemic when virtual meetings became our lifelines? While AI aids data analysis, salespeople have the opportunity to become trusted advisors , offering guidance and a human perspective during the buying journey. How should you respond as a leader to this data? Whose advice would you follow?

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Face-to-face B2B Buyer Analysis 101

Partners in Excellence

APRIL 12, 2022

The “big news” in customer engagement is the customer digital buying journey. Let’s be clear, a rep-free buying process, a preference for “self service,” is nothing new. We spend a lot of time in analyzing buying trends, merchandising. Buying “virtually,” is not new, either.

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Retail Consumer Advertising Advertising 130

Mr. Inside Sales

JULY 25, 2020

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. The most important step to get right is to: Get buy in from your prospect before you go into pricing! They still won’t buy or they will just put you off!

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Face-to-face Gatekeeper Decision Maker Licensing 173

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. The reality is that virtual selling is the best option when both sellers and buyers are working in remote or hybrid situations. That’s true whether you are selling virtually or in person. Adapting to a New Way of Selling.

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Sales Meeting Meeting Face-to-face Wireless 155

Allego

JULY 28, 2022

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. In this roundup, they share their sales enablement strategies to improve the buying experience and drive results anywhere, anytime.

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

Allego

OCTOBER 29, 2021

The pandemic might’ve expedited the process, but the future of B2B sales has always been virtual. Now that we’ve settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. That’s why it’s imperative to create a compelling buying experience.

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Buyer Face-to-face Referrals Ideal Customer Profile 138

Allego

JANUARY 17, 2023

Listen as Melissa discusses how her knowledge of karate helps with her learning and development career, what it takes to successfully implement sales enablement technology , and why sellers must have strong virtual selling skills. Episode 56: Developing Virtual Sales Confidence | Melissa Finnegan. From This Episode.

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Google Licensing Sales Enablement Groups 118

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. Changes include the addition of more, and likely new, stakeholders entering the buying and selling process.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. 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.

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

Partners in Excellence

AUGUST 12, 2020

A lot has been made of “virtual selling.” Many are combining the concepts of virtual selling with digital selling. But it seems the focus of this is more content through more channels, along with content that aligns with where the customer is in their buying process. ” Many see that as the future of selling.

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Face-to-face Revelation Channels Exercises 164

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

Partners in Excellence

OCTOBER 27, 2021

One of the biggest adjustments we’ve made is to “virtual selling.” So we had to invent new ways to keep our people connected and engaged, whether more frequent check-ins/one-on-one’s, virtual cocktail parties, or other things. ” That might lead one to conclude, “The future of buying is virtual!”

Buyer 114

Buyer Face-to-face Travel Cancellation 114

Partners in Excellence

SEPTEMBER 1, 2023

As I reflect on what we see happening in buying/selling, we see validation of this in virtually every interaction. When we focus on ourselves, our goals, our quotas, we find it virtually impossible to connect and engage with customers. ” I had to re-read the article a few times, but it gradually sunk in.

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ACT Quota Course Customer 112

Partners in Excellence

DECEMBER 19, 2023

If the value of our offerings is virtually undifferentiated, how do we create a unique value? It turns out, the only area where we can produce highly differentiated uniqueness is in how we engage the customer in their change and buying processes. As sellers, we always talk about the importance of our “Unique Value Proposition.”

Face-to-face 129

Face-to-face Report ROI Research 129

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. To master virtual selling, you need to differentiate yourself, nurture prospects, handle objections, and fight screen fatigue—all at the same time.

Collateral 147

Collateral How To Video Face-to-face 147

Zoominfo

AUGUST 1, 2018

But, if there’s one trend that signals what the future of marketing will look like – it’s the rise of virtual and augmented reality. Virtual reality (VR) and augmented reality (AR) may seem like brand new technologies, but they have already made a massive impact on the world of marketing. What is virtual reality and augmented reality?

B2B 154

B2B B2C Scale Transportation 154

Allego

JULY 1, 2021

So, why am I diving into the myths of virtual selling ? And if you buy into some of these myths, it reduces the power of what’s available to you. > > Watch on-demand: Mastering Virtual Selling: How to Orchestrate Sales Success in a Hybrid World. MYTH #1: Virtual selling is a temporary solution.

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Face-to-face Scale Call-back Buyer 124

PandaDoc

MARCH 4, 2024

A virtual data room , or VDR, is a secure, online space acting as a repository of a company’s documentation, and serves as a virtual hub where company users share real-time information with other investors, clients or stakeholders when executing investment banking deals. can be completed virtually via an online data repository.

Banking 52

Banking Benefit Data Negotiation 52

Hubspot Sales

JUNE 28, 2022

It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually. As Debbie McClure , Vice President of Sales at Dropbox , puts it, "Most importantly, hybrid selling matches how buyers want to buy.".

Strategy 114

Strategy Hiring Lead Rank Hubspot 114

The Center for Sales Strategy

MAY 16, 2023

How can you make it easier to buy?” Today we are taking a virtual fishing trip! As I analyze the ideas sellers plan to present to clients, I often push them to make their proposals stronger by asking, “Where’s the plan to achieve the desired business results? So, grab a fishing pole and have a seat on the dock.

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Proposal Marketing Strategy Media 94

Shari Levitin

APRIL 21, 2022

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. How to Build Trust in Virtual Sales. Establish Virtual Presence. One of the most significant differences between selling virtually vs. selling face-to-face is that of time.

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Face-to-face How To Decision Maker Conference 133

RAIN Group

AUGUST 19, 2020

The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling. Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences.

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Face-to-face How To Analysis Survey 127

Partners in Excellence

FEBRUARY 24, 2022

” If you read the current literature and blog posts on the future of selling, everything is about it being virtual, or in the least, hybrid. Guru’s and sales execs alike are talking and investing in tools that allow sales people to engage over virtual platforms like Teams, Zoom, and others.

Travel 68

Travel Face-to-face Channels Buyer 68

Allego

MARCH 28, 2023

Whether they’re buying a car, software, or furniture—customers today control much of the buying experience, not a salesperson. Buyers research the products, read customer reviews, watch demos or do virtual tours, and compare prices. Today’s buyers expect frictionless virtual evaluations.

eBook 62

eBook Video Buyer Education 62

Julie Hanson

JUNE 8, 2023

While there are certainly tasks and jobs where a human connection is not required or valued, like buying stamps or even groceries, it’s surprising how many jobs still exist that could be replace by AI. Are you Virtually Authentic? Will AI Replace You? The Rising Value of Authenticity in Sales Will AI replace you?

Real Estate 71

Real Estate Face-to-face Video Competition 71

Allego

AUGUST 24, 2021

Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. 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. 2 Seller Training.

Sales Enablement 171

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

Partners in Excellence

OCTOBER 21, 2020

I’ve been asked to participate in a podcast on virtual selling. When I was originally asked, I replied, “What do you mean by virtual selling?” But I think I know what “Virtual Selling,” isn’t. Likewise, many think Virtual Selling is all about social channels and media.

Face-to-face 96

Face-to-face Retail Google Channels 96

Partners in Excellence

OCTOBER 4, 2023

That would double our revenue and attainment at virtually zero incremental cost of selling! These are customers who have “committed to,” and budgeted to buy something. What if we set a goal of reducing the number of opportunities that customers abandon late in their buying process? Win rates have plummeted to 15-20%!

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Opportunity Scale Revelation Quota 120