RAIN Group

FEBRUARY 24, 2021

How do buyers make purchase decisions? Are there things you, as a seller, can do to influence their decisions? 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.

Virtual Selling 97

Virtual Selling Decision-making Sales 97

RAIN Group

MARCH 31, 2021

Developing relationships, collaborating online, leading virtual sales conversations, gaining and keeping attention, leveraging technology, making the ROI case, delivering value—these are hard to do regardless of the sales and economic environment. But, do these become more difficult when selling virtually versus face-to-face?

Virtual Selling 52

Virtual Selling Decision-making Sales 52

Hubspot Sales

NOVEMBER 17, 2020

Offices have gone virtual. And in addition to trying to hit revenue numbers, sales leaders needed to take care of their employees, and make sure they felt comfortable in this new selling environment. What changes can sales leaders think about making when they are planning for next year? Team enablement and inspiration.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

CoSell

FEBRUARY 9, 2021

Yet, when you examine the causes and conditions, it makes perfect sense. Let's look at 3 big reasons why the next big thing in co-selling is optimism. Virtual selling and co-selling are creating an optimistic outlook. Virtual sales are easier to schedule, less expensive, and safer. No expensive conferences.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

Mike Kunkle

JUNE 12, 2022

Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams. Even under financial and emotional duress, strive to make calm, thoughtful, strategic decisions. Another rep might work in an office and sell virtually, without every leaving HQ. Strategy First.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

CoSell

JANUARY 28, 2021

As you grab the reins for virtual selling, it’s good to know that digital selling the way to go. According to recent reports from McKinsey, virtual selling is the name of the game for B2B companies. Let’s look at how people around the world are responding to, adapting to, and embracing virtual selling.

Virtual Selling 72

Virtual Selling B2B Digitalization Sales 72

Showpad

JUNE 6, 2022

We are putting a hyper-focus on virtual engagement and investing in tech that helps us answer, how do our efforts really impact our conversations with customers ? How do you make sure your sales teams are impacting customer conversations positively? What in this new digital world of selling makes you most excited?

Virtual Selling 52

Virtual Selling Decision-making Sales Digitalization 52

CoSell

JANUARY 19, 2021

Before we jump into the mindset of making warm introductions, let’s look at how to take action. You may know some of these from traditional marketing and virtual marketing. With their goals in mind, you know who is looking for specific services, has a budget, has decision-making power, and has a collaborative mindset.

Supply Chain 88

Supply Chain Virtual Selling Decision-making Meetings 88

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. And we can all chase and achieve our dreams if we just make the decision to take action. Listen all Sales Gravy Podcast episodes here. I did it as a hobby and on the side.

Virtual Selling 98

Virtual Selling Decision-making Digitalization Construction 98

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

Revenue Storm

JANUARY 12, 2021

Get Good at Virtual Selling. Virtual selling is going to be here for a long time to come. We need to master the art of building sustainable relationships over the virtual medium. On phone calls or web meetings, it is easy to reach for the mute button or go off camera to avoid interaction or decisions.

Virtual Selling 78

Virtual Selling Value Proposition Sales Communication 78

MTD Sales Training

APRIL 7, 2020

There are many solutions out there that exist for virtual meetings and they can be quickly adapted to meet the needs of the modern-day salesperson who needs to keep in contact with buyers and decision-makers alike. If there are special offers you can make online, do so after you have built that trusting openness.

Decision-making 84

Decision-making Digitalization Virtual Selling Sales Training 84

Miller Heiman Group

JUNE 4, 2020

decision makers involved in a deal and the sales cycle stretching beyond 5 months. The apathy loop is difficult to break in ordinary times; add in the challenges of the coronavirus pandemic, with social distancing and virtual selling, and it may seem like an insurmountable hurdle. What Is Perspective? Buyer Persona.

Supply Chain 84

Supply Chain Decision-making Digital Transformation Virtual Selling 84

RAIN Group

DECEMBER 18, 2024

With longer buying cycles, the rise of AI, and the shift to virtual selling, its tougher than ever to know whats working. As decision-making teams grow more complex, staying on top of these changes is crucial. Gain valuable insights into successful sales practices with RAIN Group's collection of 114 sales statistics.

Virtual Selling 52

Virtual Selling Sales Decision-making 52

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

CoSell

DECEMBER 22, 2020

Designing Your Successful Sales Process What makes a successful sales process—in simple terms? People will have questions, concerns, and objections about price, timing, selection, change, and decision-making. Making It Yours My hunch is you’re already grabbing a pen or rattling the keyboard, making notes.

Prioritization 85

Prioritization Sales Decision-making Virtual Selling 85

Miller Heiman Group

MARCH 25, 2020

The intangibles of in-person meetings form lasting relationships that yield results: building trust through eye contact, scoring an extra meeting with a buying influence because they’re in the office at the right time and building rapport with decision-makers. But all selling activity isn’t good activity. Listen to the webinar.

Sales 80

Sales Virtual Selling Decision-making Meetings 80

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]. Clients are also embracing virtual engagement with sellers. Seventy to eighty percent of decision makers prefer remote or digital interactions to face-to-face interactions[6].

Virtual Selling 52

Virtual Selling Remote Working Onboarding B2B 52

SBI

MARCH 18, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? It’s hard to believe we’ve had one year to adapt to our new normal of virtual selling, but a lot of lessons have been learned along the way. Remote selling is here to stay.

Virtual Selling 65

Virtual Selling Onboarding Negotiation Decision-making 65

Brooks Group

JULY 14, 2023

Virtual selling, changes in buyer behavior, and unstable market demands are just a few of the factors putting new pressures on sales professionals. Decisive and Authoritative The best sales leaders are decisive and display their authority confidently. Sales leaders are no exception.

Sales Training 52

Sales Training Virtual Selling Sales Decision-making 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

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

SBI

AUGUST 17, 2021

That’s more important than ever in today’s virtual selling world, where sales reps can no longer rely on personal charm and the occasional golf game. Q: What steps can Sales leaders take to best facilitate their prospects’ decision-making given that interactions are likely remote? 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.

Value Proposition 78

Value Proposition Procurement B2B Sales 78

Chally

MARCH 18, 2021

Getting the hiring decision right is essential for success on the job. Entire sales organizations are restructuring how salespeople engage customers – remote and virtually selling are here to stay and it is changing the requirements of the sale profile. Make sure the assessment you use is valid.

Onboarding 52

Onboarding Decision-making Virtual Selling Sales Leadership 52

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. Now, the challenge is, how do we make our presentations more interesting than a beige wall?

Digital Transformation 52

Digital Transformation Account Management B2B Advertising 52

Zendesk

SEPTEMBER 28, 2021

Curiosity also shows leads that you’re interested in solving their problems—not just making a sale. Ethical selling ensures both parties win: You make a sale, and the buyer receives a product or service that actually helps them reach their business goals. A critical part of selling is listening more than you speak.

Sales 52

Sales Decision-making Virtual Selling Communication 52

Showpad

JUNE 14, 2021

70% of B2B decision-makers say they are open to making new purchases over $50,000 in a fully self-serve or remote fashion, and 27% would spend more than $500,000.*. Old school personal relationship selling no longer works. That’s why today’s modern selling organizations need a new type of team. How have buyers changed?

Meetings 59

Meetings B2C Stakeholders B2B 59

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

Brooks Group

JUNE 26, 2023

By teaching your organization’s sales methodology, you can make sure your team is using a consistent approach, staying organized, working efficiently, and being as effective as possible throughout the sales process. Salespeople today need both in-person and virtual presentation skills.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

SBI

FEBRUARY 16, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? A majority of Qstream’s customers selling models are through field sales models and recently moving to virtually 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 is clearly less personal and less engaging, and as some things about the sales process become more asynchronous and self-service from a buyer viewpoint, it means the pressure to make the most of a live interaction with a customer is immense. Will they make the most of this opportunity? That’s StorySlab.

Manufacturing 37

Manufacturing Decision-making Meetings Onboarding 37

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

SmartKarrot

JUNE 14, 2023

This shift has required sales teams to adjust their processes and strategies to accommodate the new reality of virtual selling. AI for Sales: The Future of Selling The use of AI in sales has been on the rise for several years, and for good reason.

Remote Working 10

Remote Working Virtual Selling Sales Decision-making 10

Showpad

NOVEMBER 12, 2020

In fact, only 26% of buyers believe sellers are skilled at leading a thorough needs discovery virtually. Furthermore, 71% of buyers say a seller’s ability to uncover their wants, needs and desires highly influences their purchase decisions. Virtual Selling: There’s less buyer tolerance for winging it in virtual meetings.

Virtual Selling 116

Virtual Selling Meetings Sales Training Decision-making 116

Hubspot Sales

JANUARY 30, 2024

Although it is a change, it isn’t bad — you’ll have higher quality conversations with buyers and build lasting relationships, which 82% of salespeople say is the most important part of selling. What’s more, 78% of consumers say that a salesperson’s expertise is “very” to “extremely” influential in a purchase decision.

Virtual Selling 111

Virtual Selling Media Sales Decision-making 111