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 Essentials program covers the fundamentals sellers need to master virtual selling. Your team will:

Understand the differences between face-to-face and virtual selling
Embrace the virtual tools and technologies that maximize buyer engagement
Become a person of interest to your buyers in the digital world
Lead exceptional virtual sales meetings and conversations
Learn to set up their virtual selling environment and technology like a pro
Overcome common virtual selling challenges and avoid mistakes
Understand the factors that most influence buyers in the virtual world
Master your virtual meeting platform with specific tips, tricks, and best practices

In the RAIN Group Center for Sales Research report, Virtual Selling Skills & Challenges: Buyers Share Where Sellers Are Succeeding & Failing, we shared that sellers are doing a poor job in the areas that matter most to buyers.

Only between 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 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