The world of sales as we know it has changed forever.
There are major differences between face-to-face and virtual selling, and your sales team needs a different set of skills and a new sales approach to succeed in a virtual environment.
At RAIN Group, we have a complete virtual selling curriculum across all stages of the sales process from filling the pipeline and leading virtual sales conversations to growing accounts and managing sellers virtually. We take a modular approach to our virtual selling programs and tailor them to develop the skills your sellers and managers need to succeed in a virtual environment.
The Virtual Selling Imperatives program teaches sellers how to master the 4 Virtual Selling Imperatives. Your team will learn how to:
Behavior change and client results are our focus. We help clients define their objectives and use virtual delivery to drive the desired change and strongest possible business results. Our Virtual Selling program includes the following components:
We take a modular approach to curriculum development and have the building blocks of virtual sales content your team needs to succeed across the sales cycle.
This program is delivered via highly interactive VILT sessions designed to maximize practice, skill building, and application.
Get participants excited, build the case for change, set expectations, and inspire action with a virtual kickoff session introducing the program to managers and participants.
Bite-sized, mobile friendly, micro-learning builds critical knowledge before each VILT session, introducing key concepts and models.
Assignments between sessions focus on execution. Learners receive direct feedback allowing them to quickly adopt and improve skills.
Our learning system ensures that training is reinforced over time. From job aids and tools to videos, online lessons, quizzes, and coaching, we make sure skills are learned and applied.
Between VILT sessions, application coaching focuses on applying new learning from modules immediately.
During the program, and at the end of the initiative, we measure progress towards skill development, goals, and business results.
Keep your sales training capabilities in-house and embed a robust sales method. We’ll certify your delivery staff in our suite of programs so you can deliver training on an ongoing basis.
of buyers say virtual sellers are skilled in making a strong ROI case.
of sellers say developing relationships virtually with buyers is challenging.
In the RAIN Group Center for Sales Research report, Virtual Selling Skills & Challenges: Buyers Share Where Sellers Are Succeeding & Failing, we shared that virtual sellers are doing a poor job in the areas that matter most to buyers.
A mere 16% to 34% of sellers do well in the four areas that have the highest influence on buyer purchase decisions.
At the same time, sellers report great challenges as they transition to virtual selling.
Our Virtual Selling Imperatives program not only helps your team successfully transition to virtual selling, but also covers exactly what they need to do to influence and impress buyers online.