Virtual Selling

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 and feel the effects of the global pandemic.

Our team of analysts have worked to uncover the challenges of virtual selling, common mistakes buyers encounter in the virtual space, the factors that have the greatest influence on buyers’ purchase decisions, and more.

Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences. We continue to add to this research, update our findings, and incorporate it in our Virtual Selling suite of training programs.

We’ve uncovered significant and surprising gaps in the experiences of buyers and sellers in the virtual space.

In our Virtual Selling Skills & Challenges report, we share the results of our survey, including:

• Top challenges sellers face in the virtual environment
• The factors that highly influence buyer purchase decisions
• Virtual selling trends and the impact of the global pandemic on sales
• Virtual seller effectiveness across key skills
• The most commons mistakes buyers experience when being sold to virtually

This research is also the foundation for our latest book, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely, available on Amazon.