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 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.
In our Virtual Selling Skills & Challenges report, we share the results of our survey, including:
This research is also the foundation for our latest book, Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely, available on Amazon.
of sellers say gaining attention and keeping buyers engaged virtually is challenging.
of sellers say changing buyers' points of view about what's possible is challenging.
of sellers say developing relationships virtually is challenging.
Across the board, sellers are finding the transition to virtual selling challenging. 62% of sellers rated each of the 18 factors studied as at least somewhat challenging. It’s surprising just how challenging sellers find the new sales landscape.