Each year, we release a “best of” collection of content that has resonated deeply with sellers over the previous 12 months.
2020’s list reflects sellers’ hunger for knowledge and skill development in all areas of virtual selling, from leading effective virtual meetings and asking strong questions to tackling challenges and developing strong virtual relationships.
We hope you’ll find this list to be a valuable resource as you prepare for 2021.
Our Most Popular Content from 2020
Blog Post: Virtual Consultative Selling: 8 Things Sellers Must Do
Selling virtually is a challenge for even the best sellers. You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same, how you go about doing these in a virtual environment is drastically different.
Tool: The Ultimate Virtual Selling Toolkit
This toolkit includes the tools, frameworks, checklists, and tips you can use on the job to master virtual selling starting today. Don’t miss our brand new 40-page ebook on the aspects of selling virtually that are most different from a blended or face-to-face approach.
Blog Post: 17 Common Virtual Selling Mistakes to Avoid
There are many mistakes to avoid when it comes to virtual selling. Although we all make-and learn from-our mistakes, they’re often magnified in a virtual environment, which makes awareness and preparation paramount to success.
Infographic: 4 Ways to Take the Lead in Virtual Selling
In this infographic, we share the 4 Virtual Selling Imperatives SM-the critical areas where sellers must Take the Lead if they want to develop stronger relationships, create comprehensive solutions, increase buyer satisfaction, and secure more business virtually.
Blog Post: Projecting a Professional Image Online: Your Virtual Meeting Prep List
There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider. Here we provide guidelines and tips around video, audio, lighting, background, and more.
Report: Virtual Selling Skills & Challenges
In May 2020, the RAIN Group Center for Sales Research conducted a global study of 528 buyers and sellers to better understand experiences with virtual selling on both sides of the proverbial table. We share the results in this report, including buyers’ perceptions of sellers and the areas where sellers need to step up their game.
Blog Post: 10 Ways to Keep Buyers Engaged During Virtual Sales Meetings
Buyers are constantly distracted by email or social media or their children or a pet or eating lunch or something else during your virtual meetings. In this article, we share tips to help you ensure your virtual meetings are engaging so you can capture and keep buyer attention.
Blog Post: 5 Ways to Influence Virtual Relationships with Buyers
There are a lot of obstacles when it comes to developing relationships virtually. In fact, developing rapport is one of the top three virtual selling challenges uncovered in our research. You have to proactively manufacture ways to influence and build relationships virtually when organic opportunities are more difficult to come by.
New Book: Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
The Amazon #1 Best Seller is packed with practical advice, tips, and virtual selling techniques you can apply immediately.
“This book inspired me so much that I purchased copies for our entire sales team. It prepares you for the new reality of 2D/virtual selling and reinforces best sales practices. Great resource from beginning to end!”
- Roy Goldwasser, Director of Sales, The Life is Good Co.
We hope you enjoy this content, and that it helps you on the way to achieving your sales goals. We look forward to bringing you much more in 2021 and beyond, so stay tuned!