Last year, almost overnight, salespeople had to adapt to talking with customers and prospects via Zoom, Teams and Hangouts. Luckily, the platforms were easy to use so getting up-to-speed felt pretty easy. Apart from a few technical issues and the odd embarrassing moment, most probably felt that they did alright. Even if they didn’t, the person they were talking to was also finding their feet and making the same mistakes. It was an easy crowd.
Salespeople have got used to selling remotely now, so it’s easy to assume that they’ve got it nailed and that they don’t need help. That would be a risky assumption to make.
Here are three reasons why:
For many, ‘sales is sales’ and the mode of communication shouldn’t make much difference; however, while remote selling might not have completely changed the game, it does present some significant new challenges. For example, salespeople lose 90% of visual cues when selling remotely- that’s a massive change that requires a different approach. Another example is around ‘Executive Presence’- the ability to inspire confidence in the minds of C Suite prospects. Its a skill that continues to grow in importance as decision-making groups become more senior. However, for many salespeople, that’s become way harder since they’ve started selling from home. There are a whole load of new factors that could affect how the customer perceives them such as their surroundings, their tech preparedness or their ability to deliver value quickly. Unfortunately, the failure to recognise and overcome these kinds of challenges is having a negative impact on the sales experience with just 16% of buyers saying that virtual sellers are skilled in making a strong ROI case*.
Hopefully, things will start to return to normal over the coming months but don’t expect remote selling to disappear. It’s here to stay regardless of the pandemic, not least because customers like it. According to McKinsey, 70-80% of B2B buyers prefer remote human interaction not just because of current safety concerns, but also because of the ease of scheduling and savings on travel. Being great at selling remotely is now a pre-requisite for anyone in sales.
The average number of sales opportunities for salespeople has decreased by 74% since Corona started** while buyers are more demanding and risk-averse than ever before. The current environment is so challenging and so competitive that salespeople need to fight hard for every opportunity. Key to that is delivering a great, stand-out sales experience, and, as clients become more used to buying remotely, their expectation of what a great remote sales experience looks like has grown.
Underplaying the significance of the shift to remote selling and just hoping that salespeople have got it covered is a mistake. The quality of the remote sales experience will continue to impact sales revenues.
It’s simply too important to leave to chance.
Learn how Flume Sales Training can help you be great at remote selling
Drive MORE SALES in 2021 with a little help from Flume Sales Training.
EARLY BIRD DISCOUNTS on many of our Public Courses for 2021 – the first six months of courses are listed below.
They are delivered remotely by Zoom by one of our brilliant trainers and are suitable for salespeople of all levels of experience.
✅ Filling your pipeline: 21st January
✅ Closing opportunities: 28th January,
✅ Remote selling: 11th February
✅ High impact sales conversations: 7th March
✅ Pitching with impact: 25th March
✅ Winning sales proposals: 15 April
✅ Retaining and growing accounts: 6th May
✅ Breaking into big companies: 27th May
✅ Objection handling: 17th June
Prices start at £195 per seat with discounts for group bookings.
28 Sales Acronyms used daily
8th September 2022
Sales velocity: Speeding up the decision-making process
24th August 2022
Sales velocity: How to improve conversion rates
13th July 2022
Sales kick-off meetings: How to use the momentum to power long-term change
17th May 2022
Drive retention and performance through a sales academy
9th March 2022
Call AI: The sales coaching technology you need in 2022
22nd February 2022
Drive real results from sales training in 2022: Why the traditional model doesn’t work
2nd February 2022
Sales Engagement Summit – Hosted by Raoul
16th December 2021
How business development reps can give buyers the confidence to say yes
3rd December 2021
The biggest mistake sales development reps make (and three things you should do instead)
9th November 2021
Five myths you need to know about customer success teams
11th October 2021
The four levers you can pull to increase sales velocity and how to make an impact
1st September 2021
Outcome Based Selling
3rd August 2021
Why most sales training doesn’t work and what to do about it
1st July 2021
3 reasons why writing a proper proposal is worth your time
18th March 2021
How to win a sales pitch…
26th February 2021
Sales Professionals: Why you shouldn’t assume you’ve got remote selling nailed
15th January 2021
Is your sales team ready for 2021?
4th January 2021
Selling Virtual Events
26th November 2020
Why salespeople must be ‘long-term greedy’: A five-step approach to winning more sales
13th November 2020
Closing skills: Why the pandemic has made it even harder to close that deal and what to do about it.
1st November 2020
Post Covid: How to fill your B2B pipeline with customers who do want to speak to you?
5th October 2020
3 steps for monetising virtual events
15th July 2020
18th May 2020
5 tips for closing in the crisis
4th May 2020
Using audience insights to engage with customers
20th April 2020
Biggest challenge of leading a remote sales team
15th April 2020
“Clients don’t want to engage with me”
6th April 2020
The world has changed – what should I sell?
31st March 2020
Leading remote sales teams
30th March 2020
Selling in a crisis
25th March 2020
Proposal writing research: Why your proposal doesn’t work
17th March 2020
How to accelerate your sponsorship revenue
17th February 2020
How selling to the individual increases your chance of them buying by 2x
7th February 2020
New Year, new rules. How to deliver sales training that actually works!
2nd January 2020
Half of B2B sales people will miss their 2020 targets. It’s time to shift perspective.
18th November 2019
Questions that drive more sales
15th November 2019
How to speed up prospect decision making… PART TWO
21st October 2019
How to speed up prospect decision making – PART ONE
14th October 2019
The biggest mistake salespeople make… and how to avoid it
26th July 2019
You have the right to demand more ROI from your sales training (and here’s how you get it)
16th May 2019
How to grow customer accounts this year
22nd March 2019
5 big sales mistakes from this year
23rd December 2018
How to turn the marketing trust crisis into sales opportunity
5th October 2018
Why is it so hard to find great business development talent?
21st September 2018
It might be hot outside but you still need a SCARF.
12th July 2018
The Peter Principle: Great Salesperson, Crap Manager
25th June 2018
The ‘great deal graveyard’ and how to avoid it
8th June 2018
The secret to selling in today’s market: Old-school to New-school
22nd March 2018
Why people DON’T buy from people they like
28th February 2018
What salespeople can learn from Nike
5th February 2018
Why “yes” doesn’t mean YES
26th January 2018
Take charge of your sales career in 2022
15th January 2018
How sales and marketing must work together to deliver results: tips from the front line of B2B selling
20th July 2016
6 facts and stats B2B sales people cannot ignore
26th May 2016
The amazing power of stories and 5 ways to make them sell
15th October 2015
The trouble with Blitz Days and how to increase their effectiveness
7th October 2015