Drift

FEBRUARY 23, 2021

An October 2020 study by McKinsey shows that 80% of B2B seller interactions have moved to digital. I’m not here today to talk to you about replacing jobs. I’m here to talk to you about how to get more out of what you already have by making your salespeople much, much more efficient.

Virtual Selling 62

Virtual Selling B2B Digitalization Sales 62

Revenue Storm

JANUARY 12, 2021

When reaching out to friends and colleagues in the new year, there is a familiar feeling permeating amongst all of them – “…thank goodness 2020 is over and let’s hope 2021 is better!”. Get Good at Virtual Selling. Virtual selling is going to be here for a long time to come. We all know hope is not a strategy.

Virtual Selling 78

Virtual Selling Value Proposition Sales Communication 78

Showpad

JUNE 6, 2022

Meet Tricia Westfall, a Senior Manager for the Sales Capability Planning & Enablement team at Kaiser Permanente. In this interview, she shares how she and her team are adding value during virtual conversations with customers—and how they’re partnering with marketing to build curated content experiences. Can you share an example?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

The Center for Sales Strategy

JULY 3, 2020

> 7 Enduring Trends Defining the Future of Sales– LinkedIn. Sales organizations adapted quickly to the new reality brought by COVID-19. LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately: 77% of salespeople said they were holding more video meetings.

Virtual Selling 119

Virtual Selling Meetings Organization Sales 119

RAIN Group

FEBRUARY 24, 2021

As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We asked buyers what influences their decisions the most when buying virtually. How do buyers make purchase decisions? Why do they choose one provider over another?

Virtual Selling 118

Virtual Selling Decision-making Sales 118

The Center for Sales Strategy

FEBRUARY 26, 2021

One day we’ll look back at 2020 as a turning point in the world of sales. Trends that had been percolating for more than a decade sped up and crystallized as social distancing and stay-at-home orders uprooted some of the fundamental mechanics of selling.

Virtual Selling 82

Virtual Selling Customer Value Sales 82

Mike Kunkle

JUNE 12, 2022

I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. In 2020, I applauded them for trying hard not to send people out into the record masses of the unemployed. This post on The Sliding Scale of Sales Transformation may also be helpful at this time.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Hubspot Sales

JUNE 23, 2020

Sales teams are being tasked with navigating and selling in an uncertain business environment. According to McKinsey , marketing and sales leaders need to operate across a range of different environments. For sales teams, this can include embracing virtual experiences with clients and customers.

B2B 124

B2B Digital Transformation Virtual Selling Digitalization 124

Hubspot Sales

NOVEMBER 17, 2020

2020 has been a year of massive change. But what does "growth" mean in 2020? Sales leaders in charge of new revenue growth have felt this change in their core. Teams that traditionally sold in person had to pivot to an inside sales model. Offices have gone virtual. Sales leaders, let’s dive in.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. Make the quota discussion a collaborative effort.

Sales Leadership 87

Sales Leadership Leadership Sales Virtual Selling 87

Brooks Group

JUNE 2, 2021

When Bob Dylan sung about how “The Times, They Are A-Changin’,” he likely didn’t have 2020 in mind – though he certainly created a relatable lament about unexpected transitions that still resonates today. Watch for burnout in your 2020 high performers. Co-written with Juan Kingsbury, Founder, Career Blindspot. Don’t deny reality.

Emotional Intelligence 52

Emotional Intelligence Supply Chain Sales Virtual Selling 52

Miller Heiman Group

OCTOBER 6, 2020

The year 2020 has been a year of unprecedented turmoil on so many fronts. Most direct sales reps have been sidelined from visiting their clients, and video calls have become the norm. Putting the customer at the center of decision-making effects sales performance as well as salesperson turnover. win rates, but 23.8%

Supply Chain 109

Supply Chain Prioritization Virtual Selling Decision-making 109

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This conversation about sales and entrepreneurship is both educational and inspirational. Sales and the things that we do in sales matter, wherever we are in life.

Virtual Selling 98

Virtual Selling Decision-making Digitalization Construction 98

Showpad

JUNE 29, 2021

Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle. This domain should also be closely connected to sales effectiveness.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

SBI

DECEMBER 9, 2020

Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract. December 9, 2020 – Allego , the leader in sales learning and enablement solutions, today announced its acquisition of Refract , a UK-based leader in sales engagement and multilingual conversation analytics. NEEDHAM, Mass.

Acquisition 43

Acquisition Leadership Marketing Virtual Selling 43

Chally

MARCH 18, 2021

Hiring in the New Normal – identifying sales candidates who will thrive through changing sales approaches and structures. Finding the right sales candidates who can sell successfully has always been tough. In 2020 we saw a modest decrease in turnover, with average salesperson tenure increasing 3.6

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

RAIN Group

JUNE 3, 2020

This article originally appeared in Entrepreneur and has been updated given the current sales environment. The first half of 2020 proved to significantly alter the way every single industry operates.

Sales Environment 59

Sales Environment Sales Virtual Selling 59

Aepiphanni

JANUARY 26, 2021

Thus, to withstand any possible disruptions, you need to continually drive sales and generate the sorely required revenues. Master online selling. Customers have become less mobile and reaching them online can bring continuous sales. billion during 2020 holidays – a 32.2% Account management for repeat sales.

Luxury Goods 40

Luxury Goods Co-Creation Account Management Virtual Selling 40

PartnerTap

JANUARY 26, 2022

In 2020 when the world went into lockdown, many companies began to feel the effects. PartnerTap was a highly sought-after solution in 2020 and 2021. People were stuck behind their computers trying to find prospects through drip campaigns and trying to close deals virtually. It was a similar story for PartnerTap.

Computers and Electronics 97

Computers and Electronics Meetings Virtual Selling Remote Working 97

Showpad

APRIL 2, 2021

Like any skill, perfecting your approach to selling requires practice, feedback and careful coaching. Sales managers and business leaders know and appreciate this fact, so sales coaching is often a central component of training new hires and providing ongoing support for long-time agents. Virtual sales coaching followed suit.

Remote Working 52

Remote Working Onboarding Sales Logistics 52

Nutshell

APRIL 28, 2020

In 2020, it’s the new normal. If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ideal work environment. 16 sales process templates for B2B pipelines.

Remote Working 121

Remote Working Sales Software Software 121

Zendesk

OCTOBER 12, 2021

Sales technology has come a long way from the Rolodex and the post-it note. Sales teams can now connect with leads and clients in more ways than ever before, from emails to phone calls to video conferences. Sales reps use CRM systems to capture every interaction, keep contact info up to date, and manage accounts of all sizes.

CRM 98

CRM Software Software Virtual Selling 98

Arpedio

MAY 30, 2022

But what happens when that many sales leaders gather in New Orleans? With the rise of virtual selling comes the rise of omnichannel. digital advertising, social media, email, phone, in-person) and found that a multi-channel approach increased sales effectiveness by 10% from 2020 to 2021. Share on facebook.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. We’ve also got a number of Online Sales Courses that can help you take your game to the next level.

Meetings 62

Meetings Virtual Selling Decision-making Software 62

Showpad

JUNE 14, 2021

With a restarting economy, many B2B go-to-market teams are at risk of being left behind as competitors lean in strongly to digitally transformative selling and buying strategies. They are more informed than ever and have higher expectations of sales interactions; returning to the old normal is not an option. How have buyers changed?

Meetings 59

Meetings B2C Stakeholders B2B 59

PandaDoc

AUGUST 10, 2020

LinkedIn’s State of Sales Report 2020 shows that 44 percent of companies are seeing a significant decrease in responsiveness to social and other outreach because of COVID-19. This is the platform where business and sales leaders can earn the trust of buyers and deliver value.

Investors 52

Investors Decision-making Leadership Virtual Selling 52