Enableocity sales enablement-as-a-service Blog

In June this year, Gartner held their mid-year Chief Sales Officer Conference, featuring a keynote from Distinguished VP Advisory, Brent Adamson, which I summarized in Brent Adamson Gartner CSO Conference Insights.

After reading the feature entitled “4 CSO Actions to Navigate the Pandemic in 2021” in Gartner’s The Chief Sales Officer Q2 2021 report, I discovered and used two new software products that fit the bill under recommended Action 3: Increase digital marketing and technology investments.

Rewriting B2B Selling for Digital Buying.

Brent Adamson, Distinguished VP Analyst, Gartner Research and Advisory kicked off Gartner’s virtual Chief Sales Officer and Leaders conference, held today, June 16th. 2021.

 4 must haves For pipeline growth in a virtual world

The essential ingredients for salespeople to rapidly build a pipeline in addition to selling competence are virtual presence, video competence, brand mojo, and visual conversation frameworks for synchronous and asynchronous selling. Each element in the pipeline growth equation is important but they are accretive and help salespeople to capitalize every moment on camera in front of buyers.

Last week I joined Dave Kurlan, CEO of Objective Management Group for a conversation on Virtual Presence for salespeople. From this interview we concluded that the majority of salespeople worldwide have a long way to go before they reach an acceptable level of virtual presence where they are creating Mojo for themselves and their brand in meetings with buyers.

Lackluster results from virtual selling?

In a world where virtual selling is the norm, is NOW the time to invest in the long-term capabilities of your sales team?  If not now, when?

Would next year be a better time to start to improve virtual selling efficacy?  I'm sure your competitors think this a good idea.

In the first 6-months of the pandemic, companies that equipped sellers' for virtual selling at home outperformed those who did not.

A recent HubSpot survey found that 64% of sales leaders who invested in their teams virtual selling setup, achieved quota. For those that did not, only 50% achieved their quota. The difference between these groups is stronger “virtual presence”.

In the same survey, 72% of over-performing sales leaders said that virtual meetings have been as, or more effective than face-to-face meetings.