// Research

Virtual Selling

Discover what buyers want and how to succeed with virtual selling today.

The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as sales organizations transition to virtual and hybrid selling.

In May 2020, we conducted a global study of 528 buyers and sellers to better understand experiences with virtual selling on both sides of the proverbial table. We share the results in this report, including buyers' perceptions of sellers and the areas where sellers need to step up their game. 

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.

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

Virtual Selling Skills and Challenges Report

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

Fill out the form to the right to download the report.

Key Findings in This Report

Top Purchase Decision Factors and Seller Effectiveness

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In our research, we uncovered the factors that have the greatest influence on buyer purchase decisions, and also asked buyers to rate how sellers stack up.

Sellers are doing a poor job in the areas that matter most to buyers. Here are the factors that have the highest influence on buyers decisions and seller effectiveness. Sellers have a lot of work to do to close these gaps.

Keep Your Team Selling in a Virtual Environment

Many sales organizations have transitioned to virtual or hybrid selling, but sellers still haven't fully adapted to the changes. In fact, many sellers overestimate their ability to reach and influence buyers.

Our Virtual Selling program teaches sellers to virtually engage and collaborate in ways that are impactful for buyers.

Learning modules include:

  • Managing Exceptional Virtual Sales Meetings
  • Engaging Buyers Virtually with Graphics
  • Virtual Selling Technology
  • Mastering Virtual Collaboration with Buyers
  • And more

Learn more about Virtual Selling. east

Many sales organizations have transitioned to virtual or hybrid selling, but sellers still haven't fully adapted to the changes. In fact, many sellers overestimate their ability to reach and influence buyers.

Our Virtual Selling program teaches sellers to virtually engage and collaborate in ways that are impactful for buyers.

Learning modules include:

  • Managing Exceptional Virtual Sales Meetings
  • Engaging Buyers Virtually with Graphics
  • Virtual Selling Technology
  • Mastering Virtual Collaboration with Buyers
  • And more

Learn more about Virtual Selling. east

Influence Buyers Virtually

Don't let virtual selling diminish your results! Virtual Selling Skills and Challenges shares insights to help you stay on top in the virtual sales environment.


Virtual Selling Skills and Challenges