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The Center for Sales Strategy Blog

Is Your Organization Ready to Work from Home Permanently?

Is Your Organization Ready to Work from Home Permanently

It’s been quite a year of change for many salespeople and managers. What at first seemed like a temporary situation has slowly evolved into the potential for a new reality — working from home.

There are many benefits to working from home, such as no commute, which leads to greater productivity, better work/life blend, and looking professional from the waist up... just to name a few! Gartner's recent study shows that 74% of companies plan to shift some of their employees to working from home permanently.

In the past, many deals were built from the foundation of in-person relationships. The pandemic has shifted the sales cycle, and many salespeople have been forced to adjust. Mastering the art of both in-person selling and virtual selling is now a skill seller's must obtain.

As a sales leader, it’s important to ensure your sales team shifts their mindset and has the tools needed to perform at their best no matter what the situation holds.

Topics: COVID19 Resources Remote Team virtual selling

Maximizing Virtual Selling for Prospects and Clients

Maximizing Virtual Selling for Prospects and Clients

Remote selling, virtual selling, more communication via emails, and phone calls it’s all the new normal. And these new normal tactics require a significant shift in skills to create a more engaging buyer experience.

Conducting business over Zoom is tricky. Rather than shaking hands and reading body language, salespeople must learn how to limit distractions, make virtual sales demos more like traditional presentations, and learn to communicate as effectively online as they do when they’re physically with prospects and clients.

Being a sales professional in 2020 is very different than it was just last year. Buyers, who used to prefer meeting face-to-face prior to making a purchasing decision, have changed too.

Topics: sales process Remote Team virtual selling

How to Improve Virtual Selling

How to Improve Virtual Selling

It's been nearly six months since the first social distancing orders were issued—six months of working from home, Zoom meetings, and not wearing work clothes. Back in early April, most of us didn't think that this new normal would last more than a few weeks.

Well, we were wrong.

Working remotely, Zoom meetings, casual every day, is here to stay for a while and maybe forever. We must ensure that we’re not only enhancing our techniques for virtual selling but also becoming as personable on a Zoom call as we are face-to-face. If you’re not comfortable with virtual selling, you’re going to have serious problems moving forward and succeeding in this brave new world.

Topics: Remote Team virtual selling