Virtual Selling

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.

Programs include:

The Virtual Selling Imperatives program teaches sellers how to master the 4 Virtual Selling Imperatives. Your team will learn how to:

Lead exceptional virtual sales meetings and conversations
Set up their virtual selling environment and technology like a pro
Become a person of interest to your buyers in the digital world
Learn simple, effective ways to use visuals and on-screen drawing to influence and engage buyers
Apply collaboration principles successfully in core areas across the virtual sales cycle
Build rapport and deepen relationships virtually
Master your virtual meeting platform with specific tips, tricks, and best practices
Craft and deliver powerfully persuasive arguments for change

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.

"RAIN Group provided an exceptional and leading-edge virtual learning experience for our national sales channel. We were struggling with a geographically dispersed sales team that was time poor and had found that self-directed e-learning did not give us the same benefits as pre-set, collaborative learning sessions that the channel was used to in traditional classroom training. RAIN Group’s response to our challenge was exceptional; they conceived, designed and deployed a best-in-class Virtual Sales Academy using a mixture of virtual live delivery, interactive digital reinforcement, and eLearning, and it proved to be a great success. I would not hesitate to recommend RAIN Group as a partner to deliver sales capability uplift to a remote and dispersed sales team."

- James Hourigan, National Sales Director, Optus SMB