Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

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. Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

JUNE 30, 2021

One person even said that referral selling changed the trajectory of his business. So, right here and now, I want to express my gratitude. Ready to read more about referral selling? Well, that’s how it started, but it didn’t stay that way for long. That’s when I decided to make referral selling my life’s work.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257

Alice Heiman

JANUARY 14, 2021

Some companies are thriving, som e are struggling, and some are in between but there is a consistent challenge for all companies, the switch to virtual selling. Virtual selling is here to stay. How to get virtual selling right . The challenges sellers faced in 2020 . Listen Now.

Face-to-face 155

Face-to-face Channels Report B2B 155

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

FEBRUARY 6, 2024

Digital selling has taken center stage, offering sales professionals unprecedented opportunities to connect, communicate, and close deals in ways previously unimagined. To navigate and excel in this evolving digital arena, let’s explore the five fundamental digital selling principles outlined below.

Ideal Customer Profile 71

Ideal Customer Profile Lead Rank Lead Scoring Webinar Metrics 71

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. Here they are, in no particular order.

Face-to-face 127

Face-to-face Video Buyer Up-Sell 127

RAIN Group

DECEMBER 1, 2020

Virtual selling is here to stay. But virtual selling isn't just selling via phone. As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain?

Lead Rank 135

Lead Rank Decision Maker Leads Marketing Qualified Lead 135

Julie Hanson

JANUARY 15, 2021

In the blockbuster hit Pitch Perfect , Anna Kendrick’s character and her all-female acapella group must stay perfectly on pitch in order to win the regional acapella competition. In order to win the virtual sale, you too must also stay perfectly on pitch – using the right delivery to convey the right message to the right prospect.

Face-to-face 135

Face-to-face Call-back Video Energy 135

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

Alice Heiman

APRIL 22, 2020

As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end. Stay Focused and Keep Sales Strong in a Crisis. 1: Communicate a positive message.

How To 166

How To Construction Customer Service Coaching 166

No More Cold Calling

APRIL 3, 2020

Don’t panic—here’s how to get your phones actually ringing again. It’s a very scary time, with lots of uncertainty as we stay shuttered in place. Granted, it will be more difficult to find new prospects or even to get clients to take (virtual) meetings. So, what do you do? You take action.

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Sales and Marketing Management

OCTOBER 1, 2020

In order to do that, salespeople need to be aware of how selling has changed and what they need to focus on when approaching clients. Here are three important factors to consider: . When setting a client meeting, always propose to have a face-to-face virtual meeting first. Communication Methods . Communication Topics.

Webinar Metrics 177

Webinar Metrics Strategy Face-to-face Skype 177

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. Enroll your team into my On-Demand Training here. Need More Proven Responses to the Selling Situations You Face Every Day? go get feedback. You know why?

Face-to-face 173

Face-to-face Gatekeeper Decision Maker Licensing 173

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

Julie Hanson

NOVEMBER 16, 2020

Whether you are new to virtual selling or a virtual veteran, communicating naturally on video can feel anything but natural! Do stay within your frame. Know what your frame is and try to stay within it. How often? . Who wouldn’t be confused?! Ricky Bobby GIF from Talladeganights GIFs. The result?

Video 163

Video Energy Up-Sell Follow-up 163

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: Tell us about your experience in life sciences? ” Allego: What is training like at CooperVision?

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Training Customer Hiring Face-to-face 137

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? Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones. Let’s discuss some of the major ones here.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

No More Cold Calling

DECEMBER 30, 2021

None of us grow by staying the same. The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. That’s why it’s important to nurture those relationships year-round, year in and year out.

Referrals 194

Referrals Small Business Small Business Cold Calling 194

The Center for Sales Strategy

AUGUST 14, 2020

> Virtual Selling is Here to Stay– Sales Gravy. Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies. . - AROUND THE WEB -. > >>>READ MORE.

Inbound 113

Inbound Motivation Strategy Sales 113

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? This is critical to keeping the whole team connected.

Hiring 164

Hiring Face-to-face Video Distribution 164

Mr. Inside Sales

DECEMBER 5, 2022

Now that December is here, it’s time to get clear on exactly what you’re going to accomplish in 2023. When it comes to setting and reaching your goal, use this simple and proven 3 step process that virtually assures success. Here’s what you do: Secret #1: The first step is to be absolutely precise on the desired goal.

Face-to-face 156

Face-to-face Exact Gatekeeper Decision Maker 156

Allego

JANUARY 12, 2022

Add value to my sales team not just to help them sell more, but be better people, live better lives.”. Here’s a look at some more sales leader resolutions, plus advice on how to achieve them: Improve Virtual Selling. As we head into the third year of the COVID-19 pandemic, there’s no doubt virtual selling is here to stay.

How To 116

How To Selling Skills Collateral Microsoft 116

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. MYTH #1: Virtual selling is a temporary solution.

Face-to-face 124

Face-to-face Scale Call-back Buyer 124

Zoominfo

FEBRUARY 24, 2023

While the pandemic accelerated many trends that were already becoming mainstream, including remote work and virtual collaboration, recent data suggests that many companies are keen to see a return to in-office, on-premises work. What does this mean for sales leaders? What does this mean for sales leaders? The ‘Great Rebalancing’?

Policies 130

Policies Scale Face-to-face Data 130

Showpad

JANUARY 8, 2021

Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. The virtual world is here to stay. Does sales enablement as a discipline also need to shift to virtual enablement? No need to adjust that, right?”.

Lead Rank 144

Lead Rank Scale Sales Enablement Hiring 144

Allego

SEPTEMBER 2, 2021

Today, we’re experiencing a similar revolution—the transformation of in-person sales to virtual selling. And as it was in 1999, companies that adapt to this new selling paradigm will be the ones that succeed, while those who are slow to respond will lose out. Adapting to a New Way of Selling.

Face-to-face 126

Face-to-face Travel Microsoft Meeting 126

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. . Adapt to longer buying cycles.

Face-to-face 122

Face-to-face Sales Cycle Report Survey 122

Product Management University

AUGUST 29, 2023

If you want to be well connected and stay on top of your game, here are five free product management events in September 2023. Two are in-person and three are virtual. Here they are. August 30, 2023 | Virtual Greater Strategic Impact, Product CEO or Portfolio Executive? The good, the bad and the ugly!

Conference 52

Conference Exact Course Up-Sell 52

Janek Performance Group

AUGUST 13, 2022

It’s been almost a year since we last wrote about virtual selling. In that time, companies have returned from COVID restrictions and virtual selling has since been fully entrenched into sales culture. It’s arrived and here to stay. Create a Virtual Selling Space. Controlling Background Noise.

Lead Rank 62

Lead Rank Software Software Up-Sell 62

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

Allego

DECEMBER 29, 2020

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. With marketing support, sellers can maximize their time selling and use personalized content to stand out from the competition.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

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. Trends that are here to stay.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

Allego

JUNE 23, 2022

A whopping 92% of B2B buyers prefer virtual sales interactions, research from Bain and Company shows. Plus, most sellers (79%) now agree virtual selling is effective. To succeed at virtual selling , however, sales reps must do more than simply conduct Zoom meetings. 7 Virtual Selling Best Practices.

Face-to-face 62

Face-to-face Cold Calling Collateral Video 62

Gong.io

SEPTEMBER 26, 2022

In this guide, we’ll look at what remote selling is and why it’s replacing traditional sales models. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location. Remote sales or virtual selling is the process of prospecting, engaging, and closing deals from a remote location.

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Julie Hanson

FEBRUARY 8, 2021

Virtual p resentation nerves claim another victim. To maintain positive energy and focus before your video presentation, follow these tried and true tips from behind the curtain: 5 Actor’s Secrets to Master your Fear of Virtual Presentations. Waiting to be admitted to the Zoom meeting, you feel the nerves begin to set in.

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Energy Video Call-back Intent 112