Miller Heiman Group

JUNE 4, 2020

Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively). decision makers involved in a deal and the sales cycle stretching beyond 5 months. Then consider the buying influence’s buyer persona, which reflects their decision-making style.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

Miller Heiman Group

OCTOBER 6, 2020

Too many sales executives make the mistake of giving in to their sense of urgency as the year-end approaches, pushing their teams to try to close as many deals as possible. Always ineffective, this approach becomes even more unproductive as we consider the impact of selling in a virtual environment. win rates, but 23.8%

Supply Chain 109

Supply Chain Prioritization Virtual Selling Decision-making 109

Mike Kunkle

OCTOBER 24, 2021

To make an impact that matters to your leadership team, you need a sales enablement plan that will support your organization’s goals and objectives and enable your sales force to reach its highest potential next year. Then you can build the playbooks and sales support content to help your reps sell to these buyers effectively. (For

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

Chally

MARCH 4, 2021

Buyers continue to delay closing deals and the willingness of buyers to make instant purchases has limited sales opportunities by 83%[3]. Sales leaders were forced to shift to digital and remote client engagement early in the pandemic and the shift to virtual client engagement is here to stay. Virtual selling is here to stay[9].

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Virtual Selling 65

Virtual Selling Onboarding Negotiation Decision-making 65

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Make time for user training.

Sales 58

Sales Account Management Facilitation CRM 58

Revenue Storm

DECEMBER 15, 2020

They have become accustomed to buying almost everything virtually. They have learned how to do their research and compile all the information they need to make their decision, how to get the help and support they might need both during and after the sale, and how to push the buy button.

Procurement 78

Procurement Value Proposition B2B Sales 78

Brooks Group

JULY 11, 2022

Building relationships is essential for any salesperson, but it becomes even more critical when selling virtually. By its very nature, virtual selling removes the personal connection that is important to building relationships and making sales. Virtual sales is all about communication. Be a good listener.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 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.”. People will not be making big decisions that will affect their current cashflow or investment. Do be future-focused.

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. That’s why today’s modern selling organizations need a new type of team. Buyer engagement, a little less conversation, a little more digital.

Meetings 59

Meetings B2C Stakeholders B2B 59

Arpedio

MAY 30, 2022

Here’s what you need to be aware of right now if you are operating within Strategic Account Management and Account Based Selling : SAMA Conference Attendee Takeaways. With the rise of virtual selling comes the rise of omnichannel. Marketing supports messaging, digital advertising, and critical signals that informs the SAM.

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? This is no different when doing eLearning in an LMS.

Sales Training 45

Sales Training Virtual Selling Decision-making Digitalization 45

SBI

MARCH 1, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Will they make the most of this opportunity?

Manufacturing 37

Manufacturing Decision-making Meetings Onboarding 37

PandaDoc

OCTOBER 3, 2023

There are significant reasons why today’s fast-changing sales environment is making your job more difficult, including skyrocketing buyer expectations forcing sales reps to become trusted advisors, a switch from reactive adaptation to proactive prediction strategy, and widespread adoption of low-performing yet less risky sales techniques.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52

Zendesk

JUNE 28, 2022

Companies willing to invest in sales training are 57 percent more effective than rival companies that make no such investments. Companies willing to invest in sales training are 57% more effective than rival companies that make no such investments. MEDDIC Academy aims to make enterprise sales easy. Enterprise sales training.

Sales Training 52

Sales Training B2B Sales Profitability 52

Zendesk

SEPTEMBER 20, 2021

Remote sales have become increasingly common, but it took a pandemic to truly establish virtual selling as the new normal. A McKinsey survey conducted in the wake of Covid-19 found that over 75 percent of buyers and sellers alike now prefer virtual sales meetings over face-to-face interactions. Conducting virtual sales calls.

Virtual Selling 96

Virtual Selling Sales Decision-making Meetings 96

Nutshell

APRIL 28, 2020

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. The Sell to Win Playbook collects 55 of the best expert sales tips we’ve ever published.

Remote Working 121

Remote Working Sales Software Software 121

PandaDoc

AUGUST 10, 2020

Through his social content and discussions on LinkedIn, James Harris (the CEO of Seraph Science) mentions that the C-suite are not interested in making more friends or building their networks. During a recent Stop the Sales Drop Podcast , Lori Harmon mentioned that virtual selling will not be temporary.

Investors 52

Investors Decision-making Leadership Virtual Selling 52

CoSell

JULY 8, 2020

Virtual Selling is here to stay. As I’m sure you’ve been noticing, the business world has shifted from “virtual hesitation” to “virtual selling.” While last year, sales professionals relied on face-to-face meetings, today virtual conferences are the norm. Virtual selling is not just a temporary phase.

Virtual Selling 52

Virtual Selling Value Proposition Decision-making Insurance 52

CoSell

JANUARY 14, 2021

Focus On People Naturally, sales and marketing leaders know that it’s the people that make the difference. With Co-Selling, this is foundational. It’s easy to connect at a human level, bring human touch into virtual selling, and keep the channels open for real-human contact. And that’s not all. Business is going strong.

Marketing 80

Marketing Virtual Selling Sales Profitability 80