For Sales Leaders

3 Trends for Working Virtually and Selling More Together in 2021

Here are the top 3 trends shaping virtual selling. They are the roadmap for making sales more human in our increasingly virtual sales environment.


We’re in the early days of 2021, and already three key trends are shaping the year. While many of our business worlds are still shaping in new and unknown ways, we are getting a sense of broader trends that are helping us up to our game.

If you’ve been focusing on the granular changes, such as return to work policies, daily pandemic numbers, and fluctuations in the market…now is the time to get a grasp of the bigger trends.

By taking the long view, we can set our sights on success. Here are the top three trends shaping virtual selling. With these in view, you’ll have a roadmap for making sales more human in our increasingly virtual sales environment.

01. Sell More Together

You may know, this is the idea that drives the engine here at CoSell. It’s not only because we love collaborative selling as a concept. It’s because it engages people, makes sales more human, and boosts profits. 

In a recent Forrester article, this comes through loud and clear. 

The top priority for B2B sales leaders is enablement. I don’t know about you, but I love that word enablement. For some folks, it may sound a little too much like lingo from a corporate report. 

But I like it because the essential idea is we can sell more together. We can sell more by understanding our customer’s needs. We can sell by having conversations where we listen more than pitch. We can sell more together by preparing our sales teams with the best skills, tools, and problem-solving abilities. 

Strange as it may seem, selling together is still not truly embraced by a lot of traditional sales organizations. It could be because we have an outdated picture of the solo sales hero. We think that this is the person who can pitch like crazy and be the rainmaker for the entire company.

In our new next year, we have a lot of unknowns. But one thing we do know is: the sales hero is passé. By valuing our ability to work together, we’ll be able to respond effectively to changing circumstances, roll with the punches, and emerge victoriously.

 

02. Collaborate with Flexibility

Speaking of collaboration, the first word that comes to mind is flexibility. We need to have an agile mind to stay open to fresh possibilities and new opportunities to share value.

How does this show up in sales organizations? Three things stand out:

First, an agile mindset. Often we think of agility as a term to be applied to software development. But here, it equally applies to sales collaboration. 

We’re looking for flexible ways to do things in ways that have previously not been explored including:

  • Training for Collaboration

With virtual training on the rise, we also can create opportunities for new and experienced sales professionals to foster collaboration. Imagine how this could transform your sales organization.

  • Incentives for Collaboration

Let’s face it. As sales professionals, we’ve got an eye for incentives. The only question is, does your incentive program reward or discourage collaborating? 

  • Kick-Offs for Collaboration

No doubt, you are looking at ways to expand your previously in-person events, into virtual events. A virtual sales kickoff is an ideal time to highlight how your team can utilize new CRM tools to jumpstart collaboration. Share stories of wins from making warm introductions – and boost this effort across your entire organization.

Engage your salesforce by showing all the ways collaboration is easier and faster – such as collaborative features, training functions, and features. 

 

03. Solve Challenges First

As sales professionals, we know how critical it is to understand the challenges our customers and prospects are facing. This isn’t just a check-mark box to fill in. It’s a mindset, an ethos, and a top priority.

If you are seeking to solve challenges, clearly you need to first get familiar with your client’s world, industry, and environment. We need to explore closely the current changes and anticipated evolutions that are emerging.

In the past, sales professionals may have been used to pitching solutions before exploring problems, challenges, and priorities. Today, salespeople are more like diagnosticians, seeking to expose challenges so that the best solutions can be found.

This is an entirely different level of conversation than one that is pitching features and needs from a checklist. It’s a strategic investigation into the true needs of your clients and prospects.

This may lead you to rethink sales enablement, sales training, and sales tools. 

 

Sum Up

As you embrace these three trends you can empower your sales teams to make warm introductions that are truly valuable. Through engaging in relevant conversations and making key introductions, your sales team gains direct insights that can drive sales and boosts profits. 

Using a platform like CoSell.io is the simplest way to get your sales team on board. CoSell is a robust platform that makes it easy and fast to automate and scale collaborative co-selling across sales teams. 

If you’d like to explore how partnership co-selling can help you and your team boost sales and win major clients fast - check out our selection of free eBooks.

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