Miller Heiman Group

DECEMBER 16, 2020

How has COVID-19 impacted virtual selling practices? Prioritize existing accounts over chasing new logos. Korn Ferry surveyed sales organizations around the world to find out, uncovering how companies are working to achieve stability in the midst of ongoing crisis.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

Sales Outcomes

OCTOBER 2, 2023

Strong virtual selling skills and the ability to orchestrate multi-threaded forms of outreach are essential, yet many salespeople remain comfortable with traditional in-person prospecting. Prioritize Data shows that salespeople spend most of their time on less desirable prospects. Rule of thumb: less is more.

Prioritization 52

Prioritization Virtual Selling Stakeholders B2B 52

Sales Outcomes

SEPTEMBER 6, 2021

Earlier this year, I wrote a post titled There Is No More Inside Sales to highlight that outside sales teams need to develop or strengthen their inside selling skills to succeed in virtual selling. . Target Prioritization: We believe in an A, B, C, or similar prospect prioritization approach.

Virtual Selling 52

Virtual Selling Sales CRM Prioritization 52

Sales Outcomes

AUGUST 30, 2021

Develop Virtual Selling Skills. While most sales organizations adapted quickly to virtual selling brought by COVID-19, the current business boon is cloaking how sales organizations are achieving their results. Develop Virtual Selling Skills. Few salespeople leverage virtual meeting features (e.g.,

Virtual Selling 52

Virtual Selling Supply Chain Value Proposition Sales 52

Hubspot Sales

JUNE 23, 2020

This strategy includes: Start-up thinking: Prioritizing action and learning over research and analysis. Experts believe that virtual selling may be here to stay when the pandemic begins to fade away. According to research conducted by McKinsey , resilient companies increased their selling and administrative spending by around 1.5%

B2B 124

B2B Digital Transformation Virtual Selling Digitalization 124

Mike Kunkle

OCTOBER 24, 2021

How can you use sales analytics and strategic objectives to prioritize those gaps? Then, prioritize to close the gaps, based on what you believe will best support your company’s current strategic objectives and tactical plans. Prioritize Further with Sales Analytics and Strategic Objectives. Collaborate Cross-Functionally.

Sales 130

Sales Prioritization Sales Analytics Sales Training 130

CoSell

JANUARY 14, 2021

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. Unlike traditional models, which focus exclusively on numbers, profits, and quarterly reports, Co-Selling focuses on collaboration.

Marketing 80

Marketing Virtual Selling Sales Prioritization 80

Miller Heiman Group

OCTOBER 6, 2020

Identify and prioritize your best opportunities…first. What should be considered in developing an approach to prioritizing opportunities? You can’t prioritize an existing opportunity if you don’t know the client’s concept—what they are trying to fix, accomplish or avoid. Figure out how urgent their issue is to them.

Supply Chain 109

Supply Chain Prioritization Virtual Selling Decision-making 109

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 Selling Skills. It could be the key to success.

Virtual Selling 52

Virtual Selling e-Learning Sales Training Sales 52

Hubspot Sales

NOVEMBER 17, 2020

They had to figure out how to enable their team with the right technology, adapt processes to fit virtual selling, and so on. But the sales leaders who adapted quickly and invested in enabling remote selling were rewarded: 64% of them met or exceeded revenue targets. But leveraging technology is only part of the puzzle.

Virtual Selling 126

Virtual Selling Shareholders Decision-making Communication 126

CoSell

DECEMBER 22, 2020

It could be a need to work more efficiently in a virtual environment. Look at your list and then prioritize. Prioritize according to needs—the greatest need is the one who knows they have the need and are committed to solving it. Prioritize according to budget—the best budget is one that is earmarked for the solution you offer.

Prioritization 85

Prioritization Sales Decision-making Virtual Selling 85

Sales Outcomes

AUGUST 16, 2021

To support increased virtual selling driven by the pandemic, marketing organizations ramped up their email marketing to support the sales team. Many of our clients are prioritizing selling new solutions to existing clients in addition to signing new logos. Salespeople Need to Engage in Meaningful Conversations.

Virtual Selling 52

Virtual Selling B2B Suppliers Sales 52

Mike Kunkle

JUNE 12, 2022

Another rep might work in an office and sell virtually, without every leaving HQ. It should come as no surprise that some people are better suited than others for remote work and/or virtual selling. Selling virtually requires mastering selling by phone and email, as well as mastering web conference technologies.

Sales 130

Sales Decision-making Virtual Selling Remote Working 130

Showpad

JUNE 29, 2021

These two challenges, especially the training challenge, show that enablement teams haven’t paid enough attention to preparing their customer-facing employees to be effective in virtual meetings. Prioritize the skill gaps with the sales leadership team. Determine the desired skill profiles per sales role with the sales leadership team.

Onboarding 66

Onboarding Sales Leadership Sales Leadership 66

Arpedio

MAY 23, 2023

It’s worth noting that unlike sales managers, sales coaches prioritize individual development over meeting targets. Evaluating remote selling techniques and tools to ensure sales reps are equipped with the best practices for effective virtual selling.

Sales 52

Sales Account Management Stakeholders CRM 52

Zendesk

SEPTEMBER 28, 2021

Time management helps you prioritize the most critical activities and complete them efficiently. With many leads wanting to hop on Zoom calls, sales teams are shifting to virtual selling. Be open to learning how to use new tools to sell better. Time management. Tech-savviness.

Sales 52

Sales Decision-making Virtual Selling Communication 52

Nutshell

APRIL 28, 2020

Prioritize Communication. The key to remote selling right now is taking the time to identify what your prospect actually needs, and putting aside what you’re trying to get out of the arrangement. 16 sales process templates for B2B pipelines. FREE DOWNLOAD. This means you can’t simply walk down the hall to ask a question.

Remote Working 121

Remote Working Sales Software Software 121

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

PandaDoc

OCTOBER 3, 2023

Virtual selling, role evolution, ethical practices, and immersive technologies will also emerge. Better lead prioritization AI-driven tools are much more advanced in scoring and ranking leads than typical sales representatives. As AI evolves, sales processes will become more predictive and proactive.

Artificial Intelligence 52

Artificial Intelligence Sales CRM e-Learning 52