Selling has changed significantly in just the last few years, and these changes are here to stay. Selling virtually has proven to be a challenge for even the most seasoned sellers. It requires sellers to be more strategic, more deliberate, and more proactive than ever before. It requires a refocused approach because the rules have changed. Our client work around the world, and our research in the area of virtual selling, has revealed a set of four keys that are most critical for virtual sales success:

How Sales Reps Can Adapt to the Hybrid Selling Environment

Mary Flaherty
May 3, 2023

Have you met Morgan? A terrific sales rep. Except recently, Morgan has slipped out of the top tier of the leaderboard and I think I know why: she struggles to adapt to the new selling environment.

How to Make Hybrid Sales Training Work

Erica Schultz
November 21, 2022

Want to take this article with you or share with a colleague? . With the rise of virtual training, hybrid workforces, and self-directed learning, what is the role of in-person training? Is in-person sales training dead? Yes and no. It’s true the global pandemic radically changed how sales organizations think about live events, including salesforce onboarding, education, and SKOs that were once the norm. The pandemic challenged sales teams to try new and creative solutions for training, most of them digital-first.

33 Tips to Look Professional in Your Virtual Meetings

Mike Schultz
September 24, 2021

There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. With a little forethought and preparation, you can make a great first impression with your buyers. Read on for guidelines and tips specifically focused on projecting a professional image in your virtual sales.

Virtual Selling Q&A: 11 Answers to Your Questions

Erica Schultz
May 12, 2021

Becoming a top seller has always been part art and part science. The following are among the hallmarks of successful sales professionals: Deep expertise in your company’s offerings and industry The skills to determine customer needs and proactively drive opportunity The ability to help buyers to shift and set new priorities and attack challenges with better approaches However, being successful in sales also requires the ability to connect, engage, collaborate, and influence buyers remotely.

The Virtual Selling Skills You Need [Research + Tools]

Mike Schultz
March 31, 2021

Note: You can download this article as a PDF to save it for later! 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? Are some areas more difficult for sellers than others? What influences buyers’ purchase decisions when buying virtually?

20 Virtual Sales Relationship-Building Tips

Andy Springer
February 3, 2021

Virtual meetings are now part of our everyday reality. Even in situations where you’re able to meet with some folks in person, you’re still likely to face a high number of virtual meetings on your calendar. This isn’t going to change any time soon. The way the world does business has shifted drastically in light of the pandemic. Even when it’s safe to do so, we’re likely to see many people continuing to work remotely because technology and processes have been put in place to make it a viable long-term option.

Virtual Sellers: Here’s How to Connect with Buyers and Build Strong Relationships

Dave Shaby
January 20, 2021

As a classic advertising slogan once reminded customers, you never get a second chance to make a first impression. That’s true now more than ever. When we could interact face-to-face at events or in meetings, it was easier to attract the attention of a potential buyer and begin making connections naturally. But as a virtual seller, you don’t have the luxury of allowing relationships to unfold organically.

3 Ways to Enable Collaboration—Even in a Virtual Meeting

Mike Schultz
December 9, 2020

Stop. Collaborate. Listen. Sellers of a certain age know that rapper Vanilla Ice was actually onto something when he uttered those words at the start of his song, "Ice Ice Baby." Years later, the concept of collaboration and a seller's ability to work with buyers, instead of speaking at or simply selling to them, to close a deal has become more important than ever.

[Free Download] The Ultimate Virtual Selling Toolkit

Erica Schultz
November 12, 2020

Experts—including us!—keep touting the need to transition to virtual selling. But virtual selling isn’t a switch you flip on and off, nor is it your in-person sales process delivered via Zoom. It’s an integrated approach to meeting buyers where they are and when they are in world that looks vastly different than it did just a year ago.

10 Ways to Keep Buyers Engaged During Virtual Sales Meetings

Dave Shaby
October 7, 2020

Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.

[Infographic] Climb Your Way to Virtual Selling Success

Erica Schultz
August 26, 2020

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.

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

Erica Schultz
August 19, 2020

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. Our analysis has uncovered the top challenges of virtual selling, many of which buyers themselves have said are a deciding factor for purchase decisions. In the presentation below, we share the top challenges sellers face as they transition to virtual selling and how to tackle them.

Virtual Selling: Your Guide to Standing Out in a Digital World

Erica Schultz
July 29, 2020

2020 has flipped sales on its head and driven unprecedented levels of virtual interaction. Sellers are faced with more challenges than ever. You can’t sell the same way you did before. You need to adapt, pivot, and change almost everything you did previously. 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. Whether you’ve been in sales for years or you’re just starting out, learning how to sell remotely can feel intimidating.

Virtual Sales Skills & Challenges: 18 Need-to-Know Stats

Mike Schultz
July 15, 2020

Developing relationships, collaborating online, leading virtual sales conversations, gaining and keeping attention, leveraging technology, making the ROI case, delivering value—these are challenging regardless of the selling and economic environment. But are they more difficult in a down economy while many sellers are transitioning to virtual sales? Are some sales skills more difficult to apply than others in a virtual environment? Where are sellers succeeding and failing according to buyers today?

Want to Build Greater Rapport Virtually? Do This One Thing

Erica Schultz
July 7, 2020

88% of sellers find developing relationships virtually challenging. It’s one of the biggest challenges sellers face today. Many sellers lament that it’s just not the same as meeting someone face-to-face. They struggle to connect and build trust. Fortunately, it’s possible to develop strong relationships even when you can't connect with buyers in person. One of the easiest ways?

Virtual Training Best Practices: Transition, Setup, and Engagement

Andy Springer
July 1, 2020

Virtual training has become a necessity for remote teams. But designing and delivering effective virtual training is the exception more than the norm.

17 Common Virtual Selling Mistakes to Avoid

Dave Shaby
May 27, 2020

There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success. Avoid these 17 common mistakes to impress your buyers and stand out from the competition:

Virtual and In-Person Training Are Different in These 6 Ways

Andy Springer
May 13, 2020

Ask the question, “What needs to happen at your company for successful virtual training now that sellers are working remote?” and you’re likely to get answers like this: Facilitators need to engage participants Content needs to be relevant to the buyers and scenarios sellers face Sellers need to practice the new skills Training needs to be dynamic and interactive It's a nice list, but not unique to virtual instructor-led training (vILT).

Your Virtual Selling Checklist: Take the Lead in Virtual Selling

Erica Schultz
May 6, 2020

Selling virtually is a challenge for even the best sellers. The Virtual Selling Checklist below will help you make the transition to virtual selling as you wrap your head around three key components to success: Selling: While many of the principles remain the same (i.e., building rapport, uncovering needs, inspiring with new ideas, building an impact case, etc.), how you go about doing these in a virtual environment is drastically different. Meeting technology and experience: From audio and video to lighting and background, you need to manage the experience to make it as seamless and pain-free as possible for your customers. Productivity: Working from home opens the door to distractions and disruptions, so it's important to proactively manage your time, environment, and goals.

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