// Blog

[Infographic] Climb Your Way to Virtual Selling Success

blog author
Written by Erica Schultz
Chief Marketing Officer, RAIN Group

When the team at the RAIN Group Center for Sales Research surveyed 528 sellers and buyers on their virtual buying and selling experiences earlier this year, we uncovered significant gaps between what influences buyer purchase decisions and seller effectiveness.

The sad truth? Only two or three in 10 sellers do well in the four areas that most influence purchase decisions. 

The infographic below depicts these factors and the significant gaps in seller effectiveness, as well as suggestions for ways to close the gap. 

For the best viewing and navigation experience, we recommend downloading and opening the PDF on your desktop.

Expand the Image | Download the PDF

Climb Your Way to Virtual Selling Success Infographic

 

The Top 6 Factors that Highly Influence Buyer Purchase Decisions
  1. Leading a thorough discovery of buyers' concerns, wants, and needs
  2. Showing buyers what's possible or how to solve a problem
  3. Listening to buyers
  4. Making the return on investment (ROI) case clear to buyers
  5. Educating buyers with new ideas and perspectives
  6. Communicating value

The results of our analysis are available in our Virtual Selling Skills & Challenges report.

Book: Buy Virtual Selling Now

Topics: Sales Performance Improvement Virtual Selling