In 2020, COVID19 changed the way business is conducted across the world.  As we enter 2022, the B2B selling is still undergoing a significant shift.

To succeed in these times, there is an urgent need for salesforce to equip with new tools, skills so they can engage with buyers and build strong relationships virtually. Now, if you are struggling to equip your field sales team to sell virtually, we agree it is no easy task. 

What Does the Sales Team Require?

As Virtual buying is becoming the norm, the sellers have no choice.  Future will reward those sellers who are able to adopt mediums such LinkedIn, Video, E-mail, Telephone to reach, engage and sell to buyers. The new medium of virtual selling demands new competencies, skills such as,

Being Buyer First, means offering value to buyers right from the first interaction.

Ability to engage clients virtually and gain client attention by well-crafted 30-sec pitch, value proposition.

The mindset to research about clients using digital sources and build rapport & trust during the conversation.

Being confident in using video, telephone while making demo’s, presentations 

Developing automation for seamless follow-ups up to close the sales quickly using e-mail, telephone

Though these challenges aren’t new by themselves, it is the virtual setting that makes addressing these challenges demand a new set of skills, tools, and attitudes.

And if not addressed much is at stake in terms of drying up of the pipeline,  failing to win new opportunities, or losing existing clients.