Virtual Selling is Here to Stay Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies. Some of you…
Will Customers and Prospects Accept Virtual Sales Calls? Sales professionals are worried about getting customers to accept virtual selling. This is the real secret to getting your customers to not only accept, but love virtual sales calls: When I started…
Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build…
The Shift to Selling From Home In April, “The Great Quarantine” threw sales organizations out of their bull pins and into the home office. This forced sales managers everywhere to accept working from home in a major way. The sudden…
Accelerating the Adoption of Virtual Selling Skills in Field Sales To remain relevant and productive field sales professionals must adopt virtual selling skills now. The fact is that virtual selling is here to stay and there is no going back.…
5 Tactics to Create Scalable Sales Skills Ultra-high performers have sales skills that are built to scale. These skillsets are responsible for their adaptability and achievements, even during tough economic times. The following tactics can help you develop scalable sales…
If you wouldn’t say or ask something in a face to face conversation, then don’t say it in a chat. Live chat can be a game-changing tool for turning website visitors into customers. In addition to potentially bringing in additional…
I’ve seen professionals taking notes during meetings on their laptops, tablets, or smartphones, and there are few better ways to get a prospect to disengage than by using these “eToys” during initial meetings – especially the damn phone. Don’t do…
Leading companies are building stronger, more reliable, and recession-proof pipelines. When times get crazy. When there is uncertainty in business. When the markets take us on a roller coaster ride. When the world seems to be mired in chaos. We…
The Most Versatile Virtual Selling Tool Ever since Alexander Graham Bell uttered the first words on the first phone over 140 years ago, “Mr. Watson—come here—I want to see you,” the telephone has been the work horse of virtual selling.…
Why is it ok to prospect? Prospecting objections. You’re going to get them – even when you’ve got empathy packed into relevant offerings, stories, and solutions. First, I need to address something important. Should you be prospecting at all? In…
Want to break through the noise and get your prospect's attention? Want to stand out? Integrate video into your sales process. Video is a powerful medium that may be integrated throughout the entire sales process to: Engage New Prospects Educate…