Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Virtual Sales Environment is Sterile

We (salespeople) are used to informal conversation formats with buyers and customers. This is especially so if you have only ever done field sales. Virtual calls are of a different nature. The virtual sales environment is sterile. There social cues and signals are not available the same way they used to be, even when the buyer has the camera turned on.  And the prospect has you right in their cross-hairs. Your audience can turn off their cameras, they can shut down feedback cues and even engage in other work. We need a whole new way of approaching the virtual sales conversation that in particular requires more planning and dialogue that gets more reactions.

Here is an excellent short video on the topic from our partners, Oratium: Oratium - Designing and Delivering the Virtual Sales Conversation

This Week's Action:

Does your planning for the virtual sales call meet the demands of this new (sterile) environment? Are you managing the conversation is a way that engages the audiences and tests for interest and moving forward? Think about your Opening, then your exploration tracks, managing the stakeholders and securing next steps.

enquire@salesvirtual.com

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Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Virtual Sales Environment is Sterile

We (salespeople) are used to informal conversation formats with buyers and customers. This is especially so if you have only ever done field sales. Virtual calls are of a different nature. The virtual sales environment is sterile. There social cues and signals are not available the same way they used to be, even when the buyer has the camera turned on.  And the prospect has you right in their cross-hairs. Your audience can turn off their cameras, they can shut down feedback cues and even engage in other work. We need a whole new way of approaching the virtual sales conversation that in particular requires more planning and dialogue that gets more reactions.

Here is an excellent short video on the topic from our partners, Oratium: Oratium - Designing and Delivering the Virtual Sales Conversation

This Week's Action:

Does your planning for the virtual sales call meet the demands of this new (sterile) environment? Are you managing the conversation is a way that engages the audiences and tests for interest and moving forward? Think about your Opening, then your exploration tracks, managing the stakeholders and securing next steps.

enquire@salesvirtual.com

Selling for "Non-Salespeople"
The New B2B Sales Game
How Sales Coaching is Meant to Work
Managing The Pipeline (All)
Getting Your Sales Pitch to Echo
Opportunity Creation (All)
Reviving Stalled Deals [Part 1]
Opportunity Capture (All)
Think "Warm Up" Versus "Call Planning"
Opportunity Creation (All)
The Sales Pipeline Gamechanger
Managing The Pipeline (All)
What is an "Income-Producing" Opportunity?
Managing The Pipeline (All)

The Virtual Sales Environment is Sterile

We (salespeople) are used to informal conversation formats with buyers and customers. This is especially so if you have only ever done field sales. Virtual calls are of a different nature. The virtual sales environment is sterile. There social cues and signals are not available the same way they used to be, even when the buyer has the camera turned on.  And the prospect has you right in their cross-hairs. Your audience can turn off their cameras, they can shut down feedback cues and even engage in other work. We need a whole new way of approaching the virtual sales conversation that in particular requires more planning and dialogue that gets more reactions.

Here is an excellent short video on the topic from our partners, Oratium: Oratium - Designing and Delivering the Virtual Sales Conversation

This Week's Action:

Does your planning for the virtual sales call meet the demands of this new (sterile) environment? Are you managing the conversation is a way that engages the audiences and tests for interest and moving forward? Think about your Opening, then your exploration tracks, managing the stakeholders and securing next steps.

enquire@salesvirtual.com

Want To Be Notified When New Content is Released?

Thank you! Your submission has been received!
Oops! Something went wrong while submitting the form.