The Digital Sales Revolution
Sales & Marketing Management Focus Report
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Description
The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development. Buyers have increasingly embraced completing their own research for years. A Sales Benchmark Index survey from 2017 reported that in nearly 75% of sales situations, customers prefer not to meet in person.
Though many field sales reps are already accustomed to using web meetings or phone calls to navigate some of the sales process, what is new for a large percentage of sellers is 100% reliability on virtual interaction to sell. And there are some industries that still rely on printed catalogs and handshakes to close deals — “knuckle and hand kinds of businesses” as one source we spoke with calls them.
What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like?
Download this Focus Report to learn more.
Though many field sales reps are already accustomed to using web meetings or phone calls to navigate some of the sales process, what is new for a large percentage of sellers is 100% reliability on virtual interaction to sell. And there are some industries that still rely on printed catalogs and handshakes to close deals — “knuckle and hand kinds of businesses” as one source we spoke with calls them.
What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like?
Download this Focus Report to learn more.
We also recommend this webinar...
Are your salespeople generating enough first meetings to support their sales goals and, more importantly, your business goals? Are you tired of hearing excuses around how difficult it is to get in touch with prospective clients? Let’s interrupt the pattern of too few first meetings and too many excuses by giving the tried-and-true, battle-tested cold call framework implemented with 1,000s of salespeople a new upgrade that adds video messaging.
In this fast-paced 60-minute live broadcast, sales development expert Mike Carroll will share an updated approach to prospecting that will help your team generate more sales conversations. With many decision makers working remotely, your salespeople need a solid approach to get a prospect’s attention, get them engaged, and start a productive sales conversation.
Topics in this session include:
In this fast-paced 60-minute live broadcast, sales development expert Mike Carroll will share an updated approach to prospecting that will help your team generate more sales conversations. With many decision makers working remotely, your salespeople need a solid approach to get a prospect’s attention, get them engaged, and start a productive sales conversation.
Topics in this session include:
- Review key messaging components (so you don’t sound like a salesperson)
- Leveraging the power of pattern interruption
- Developing your positioning statements and examples
- Tailoring your messaging for each prospective client
- Pulling it all together with short, impactful “cold call” videos
- Understanding the technology required to make this approach work
- Using video to keep conversations moving forward
Click to download "Focus Report: The Digital Sales Revolution"
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