Virtual selling is the collection of processes and technologies that enable salespeople to engage with customers remotely, utilizing both synchronous (real-time) and asynchronous (delayed) communications. It encompasses a range of tools and platforms that facilitate real-time and delayed interactions, reflecting an adaptation to changing market conditions and customer preferences.
Virtual selling techniques can be broken down into several key aspects, such as pre-call planning, prospecting, sales meetings, meeting follow-ups, introductions and handoffs, and proposal follow-ups. These techniques often involve the use of personalized videos, video conferencing, and video recaps to enhance communication and build stronger connections with clients.
Virtual selling and traditional selling differ in their approach to customer engagement. Virtual selling leverages digital channels, such as video calls and emails, to interact with customers remotely, offering flexibility, convenience, and efficiency. Traditional selling, on the other hand, relies on in-person interactions and meetings, providing a more personal touch and the ability to read body language effectively.
When selecting essential tools for virtual selling, it's important to choose those that fit the specific needs of your sales process and support engaging video communication. Some popular tools include Vidyard, Loom, and Wistia, which offer features such as easy sharing, integration with other sales tools, and tracking capabilities to monitor engagement. Additionally, consider AI-powered prospecting tools and digital sales rooms to further enhance your virtual selling efforts.
Platform as a Service (PaaS) is a cloud model where a provider delivers a platform for users to develop, run, and manage applications online.
Customer centricity is a business approach that puts the customer at the heart of every decision, aiming to build loyalty and long-term value.
Inside sales is a remote sales process where reps sell products or services via phone, email, and other digital tools instead of in person.
Nurture is the process of building relationships with potential customers, guiding them through the sales funnel with personalized communication.
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LinkedIn Sales Navigator is a premium tool helping sales teams find and engage with the right leads and accounts on the LinkedIn network.
A buying signal is any action from a prospect that indicates they are interested in making a purchase, helping sales teams prioritize leads.
An early adopter is a user who embraces a new product or technology before the majority, helping to validate and popularize the innovation.
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Lead generation is the process of identifying and cultivating potential customers for a business's products or services.
A draw on commission is an advance payment a salesperson receives against future earnings, which is later repaid from earned commissions.
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Responsive design is an approach where a website's layout adapts to the user's screen size, providing an optimal experience on any device.
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Going dark is when a once-responsive prospect suddenly stops all communication, leaving you wondering what went wrong.
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Personalization is the practice of using data to tailor products, services, or content to an individual's specific needs and preferences.
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OAuth is an open standard for access delegation. It lets you grant apps access to your data on other services without sharing your password.
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A follow-up is a communication sent after an initial interaction to continue the conversation, provide more value, or prompt a response.
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Email verification is the process of confirming that an email address is valid and deliverable, which helps improve campaign performance.
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An electronic signature is a digital method for getting consent on electronic documents. It's a legally binding way to sign agreements online.
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