This 2.5-minute video explains how you can transform your team's virtual selling results, boost win-rate, and build pipeline this quarter.
1 min read
Topics: virtual training remote selling
8 min read
This article will be of interest to salespeople, sales managers, sales enablement pro's, SE's and anyone interested in improving the outcomes of remote B2B sales meetings. The ideas in this article aren't new, but are largely unknown. I learned the Sales Prologue for opening meetings from Enableocity partner, Jim Burns of Avitage and he learned them from Rob Scanlon. We have adapted some of Rob's ideas to match our Remote Selling 4-Box Qualification Model.
Topics: remote selling
5 min read
Remote Selling is the new Normal
1 min read
You have been directed by your CEO to work from home for at least the next four weeks, but your sales VP did not give you a pass on bringing in the numbers for the next two quarters. What are you going to do differently?
- How can you turn this home isolation into a competitive advantage?
- What skills do you need to develop?
- What techniques do you need to learn to be even more effective in your home office?
- What changes can you make to how you sell in your home office environment that differentiate you from your competitors?
Selling remotely is a fact of life today and like it or not, as sales professionals, we must take the time to learn the techniques, master remote selling skills and create an environment in our home offices that is conducive to conducting video meetings with prospects and customers.
2 min read
Remote Selling has Never Been More Relevant
We’ve seen the headlines about cancelled trade shows and sales meetings. Is this the new reality or a temporary panic? It really doesn’t matter because the concept of remote selling has been gaining traction over the last couple of years with the advent of truly viable video conferencing services. Remote selling makes total sense when done correctly. Buyers also appreciate the ease of joining a remote session compared to reserving conference room space and other logistics for onsite meetings. But how can we improve remote selling outcomes and become more effective in using this medium?