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Back to the Future: F2F selling is returning, but virtual selling is here to stay

Strategic Account Management Association

COVID-19 has accelerated a trend already underway toward increased virtual interactions between customers and their suppliers. As vaccines are distributed and we move beyond the most acute phase of the pandemic, most salespeople believe virtual selling is here to stay. Doing that virtually is difficult, to say the least.”.

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Best of 2020: Our Top 10 Virtual Selling Resources

RAIN Group

2020 has been marked by a lot of changes, distractions, and new challenges. Not only literally, with the wholesale shift from live to virtual selling, but also figuratively in the sense sellers had to become even more keenly aware of buyer wants and needs to be successful in a virtual environment.

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How to Tackle the Top 8 Virtual Selling Challenges [SlideShare]

RAIN Group

The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling. Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences.

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Maximizing Virtual Selling for Prospects and Clients

The Center for Sales Strategy

Remote selling, virtual selling, more communication via emails, and phone calls — it’s all the new normal. Being a sales professional in 2020 is very different than it was just last year. And these new normal tactics require a significant shift in skills to create a more engaging buyer experience.

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New Book! Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

RAIN Group

2020 has flipped sales on its head and driven unprecedented levels of virtual interaction. You can’t sell the same way you did before. If you want to thrive in sales today, it'll require you to transition to the new world of selling virtually, and take the "new norm" by storm.

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Buyers Sound Off: 9 Ways to Influence Their Purchase Decisions

RAIN Group

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?

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Weekly Roundup: Go Fourth with Knowledge

The Center for Sales Strategy

LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately: 77% of salespeople said they were holding more video meetings. 57% said they were making more phone calls. 51% said they were sending more emails.