Here are the top 3 trends shaping virtual selling. They are the roadmap for making sales more human in our increasingly virtual sales environment.
The Future of Virtual Selling and How Co-Selling Will Play A Part
Virtual Selling is here to stay. Last year, sales professionals relied on face-to-face meetings, today virtual conferences are the norm.
Virtual Selling is here to stay.
As I’m sure you’ve been noticing, the business world has shifted from “virtual hesitation” to “virtual selling.” Things that maybe were occasional or posted on a timeline for ‘future development’ have become standard operating procedure.
This shift is especially notable in B2B sales. While last year, sales professionals relied on face-to-face meetings, today virtual conferences are the norm. It may seem like ‘just yesterday’ you were going to a physical conference, convention, or in-person meeting. Today, all of that is different.
Many of the sales professionals I’ve been connecting with have made the shift. And it’s not just a shift in behavior, skills, strategies, or tactics. It’s something else.
Shifting The Conversation
Sales professionals are fast learners. We love to be ahead of the curve. This is good news. Great news. Here’s why.
Salespeople have shifted the conversation. The high achievers are the ones who embrace this moment in time. They are seeing the future.
Virtual selling is not just a temporary phase. It is here. And it is powerful.
It allows us to reach the right people, provide tremendous value, and connect with true needs. We don’t have to pound the pavement. We don’t have to wade through a sea of gawkers at a trade show. We don’t have to plow through calling-logs searching for a decision-maker.
All that is history. Save it to tell your kids or grandkids. They may not even be born yet. But when they are young and you describe these tools, they will look at you with wide-eyes and open mouths. Just like when you try to describe these key sales tools from a former-time:
- A Rolodex
- A metal filing cabinet
- A physical file folder
- A business card scanner
- A plastic business card holder
- A leather-bound sales calenda
See what I mean?
The things that might have been necessary for the 50s are ancient artifacts. They could belong to a Sales Museum.
But in our present, and our future—the conversation has shifted.
It’s shifted out of physical vs. virtual. It’s shifted out of us vs. them. It’s shifted out of outbound vs. inbound.
Because you’re a professional, you are listening to the conversation. You are shifting the conversation. That’s entirely in your sphere of influence.
You might not be able to invent a vaccine today—but you can make the mental shift to embrace virtual selling. You can make the verbal shift to speak about the positives of virtual selling. And when you do, like setting new coordinates in a flight simulation…all things shift.
Lemons to Lemonade
With your perspective shift, it’s easier to see the ‘lemons’ of virtual selling…are the source material for making something much tastier. Lemonade.
Let’s explore a few ways virtual selling can be a vast improvement to old-fashioned physical selling.
Virtual training is a powerful way to handle sales enablement training. This is key to deliver consistent training to remote locations, new-hires, and global outposts. Virtual delivery guarantees that all employees get the same training at the same time.
Imagine how much more efficient this is than flying trainers around the world. This is especially valuable for delivering sales training to customers and sales staff who may need emergency help, expert coaching, or training on rarely used equipment.
Virtual sales conferences are taking off. Perhaps you can participate, or host one of your own.
Buyer behavior is changing. In our climate where contactless delivery is a priority, more and more consumers are looking for ways to communicate virtually. Chipolte, for example, saw digital sales grow 80.8 %. Insurance sales are now occurring largely online.
Traditional high-value items such as cars are seeing a surge in online sales.
Virtual selling enables sales professionals to address the specific needs of their customers. With direct contact, it’s easier to provide data, answer concerns, and streamline the decision-making process. Greater service translates to higher sales.
Smart executives are seeing the opportunity to connect-the-dots. With sales teams working virtually, it’s easier to spot trends and make smart introductions. This kind of collaborative teamwork applies to inbound sales enablement and outbound client meetings.
With a collaborative mindset, sales reps and sales leaders are looking to share leads, create new market plays, build partnership ecosystems, and lead the curve on creating a new future.
One of the great advantages of virtual selling is being able to add value. Value opportunity comes from consistently looking at data. Virtual selling makes it much easier to track buyer behavior, recognize trends, and share information.
Instead of having silos of information, enhanced technology can track critical data. Data that had been previously lost, unaccounted for, or spread across multiple locations is now visible. Technology offers a chance to provide clarity, greater service, and price transparency. These are powerful value-additions for both your organization and your customers.
2 Tips To Embrace Virtual CoSelling
Virtual selling may have been a part-time gig in the past. To rely on it exclusively can be a little daunting at first.
This shift is like any new habit. It’s sort of odd, and even uncomfortable, at first. You don’t yet have the hang of it. If you were playing a musical instrument, you wouldn’t expect to be an instant virtuoso. So, give yourself some time. In a short bit, just like playing the guitar, you’ll get the hang of it.
Virtual selling, like any new habit, gets easier the more you do it—and the more you see the value.
So, first off—be generous to yourself. Give yourself some time to get used to new habits and routines. Learn the basics. Explore the benefits. Talk to people on your team. Check-in with peers in different industries. Find out what other people are doing to easily and successfully make the switch to virtual selling.
Second, get familiar with the value.
Look at how virtual co-selling helping you and your team.
Are you using collaborative selling to shorten sales cycles?
Are you tracking sales leads to identify best practices?
Are you asking top performers to share their secret tips?
Are you identifying best practices across regions and teams?
Are you leveraging the knowledge base of your team?
Are you investigating how other sales teams are collaborating?
Are you sharing mindset tips to look for opportunities?
Are you sharing Co-Sell tips?
Are you designing virtual sales enablement to develop key Co-Selling skills?
Are you investigating compensation models to reward Co-selling?
Are you adapting quota attainment, compensation spends, and territory design?
Are you involving your team to design effective compensation strategies?
By emphasizing the value of collaboration, you’ll build on this set of starter questions. Naturally, this isn’t a one-time thing. This is an ongoing cycle of continuous improvement to your virtual selling process.
Virtual Selling With Co-Selling
In sales, virtual selling with Co-Selling is where rockets take off.
Having the idea to create a virtual sales landscape that is better than the old physical one… is exhilarating. Who doesn’t want to invent the future that’s far better than the past?
The good news is: exploring partnerships, creating new offerings, and making warm introductions to the right people in your industry has never been easier.
With partnership Co-Selling, it’s easier than ever to connect-the-dots between your vision and reality. If you’re dreaming of building a virtual landscape with shorter sales cycles and greater team buy-in—with Co-Selling you’ve got the tools to succeed.
With the shift to virtual selling, successful businesses are shaping the market and realizing significant revenue potential. The new value proposition enables a disruptive opportunity for enhancing customer value—at the intersection of functional areas, technologies, and industries. Partnership Co-Selling is how you can virtually boost sales and translate your brilliant ideas into reality.
Using a platform like CoSell s 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.