Remote sales accelerate the sales cycle
Posted: Sun Dec 22, 2024 6:04 am
They send you recordings of personalized video demonstrations so you can watch them whenever you have time, without having to schedule a meeting. The sales proposal is sent to you through a link - with which they can monitor how much time you spent on which slides or if you forwarded it to someone - or you even receive automated messages via WhatsApp or email that then forward you to a sales team member when you pass the filter that indicates you are ready to have a sales conversation.
The possibilities are increasing all the time! Saving time for both the seller and the buyer, and after the pandemic, we all got used to eliminating or reducing face-to-face meetings to replace them with other forms of communication.
Pro tip : This allows you to sell 24/7 without requiring a large sales team.
We mentioned it earlier, but we want to emphasize this: online sales significantly country area code philippines reduce the time, effort and budget required by face-to-face meetings.
Let's take advantage of this unique moment to network virtually! The pandemic has literally opened the door to buyers from all over the world, who are willing to attend virtual meetings, as none of them are expecting an in-person visit from an executive. This is not something we should miss!
However, this will require new skills for the sales team, so it will be necessary to provide training and coaching, as well as strategically define remote sales processes, which differ somewhat from face-to-face sales.
You may be interested in this note on the digital transformation of commercial areas.
Tools and skills to consider when implementing a remote sales process:
Stable and recognized video conferencing platform. It is also important to verify that the background and lighting are adequate.
Effective management of a meeting in 30 minutes (they used to last at least an hour when they were held in person, so now the same objective must be achieved in half the time).
Provide success stories from similar companies to generate impact and interest during the meeting.
Provide training in the use of social selling and have tools such as Sales Navigator and others that allow for in-depth research into the needs of the interlocutors and their companies.
Assertively use collaboration tools to coordinate with the team during home office times, as well as to establish the ideal communication channels for each client.
Create an asynchronous video proposal that can replace a product presentation or demo meeting.
Finally, we would like to share this sales playbook as a guide on how a sales contact process based on remote sales could be redefined:
Remote sales
Source: The Impact of Remote Selling, published by Jacco J. van der Kooij (Founder of Winning by Design).
We see then that inside sales, successfully adopted by SaaS years ago, was already gaining followers in other industries. With the boost that the pandemic gave to this sales model, it is definitely changing the landscape, and generating opportunities in the midst of difficulties.
The possibilities are increasing all the time! Saving time for both the seller and the buyer, and after the pandemic, we all got used to eliminating or reducing face-to-face meetings to replace them with other forms of communication.
Pro tip : This allows you to sell 24/7 without requiring a large sales team.
We mentioned it earlier, but we want to emphasize this: online sales significantly country area code philippines reduce the time, effort and budget required by face-to-face meetings.
Let's take advantage of this unique moment to network virtually! The pandemic has literally opened the door to buyers from all over the world, who are willing to attend virtual meetings, as none of them are expecting an in-person visit from an executive. This is not something we should miss!
However, this will require new skills for the sales team, so it will be necessary to provide training and coaching, as well as strategically define remote sales processes, which differ somewhat from face-to-face sales.
You may be interested in this note on the digital transformation of commercial areas.
Tools and skills to consider when implementing a remote sales process:
Stable and recognized video conferencing platform. It is also important to verify that the background and lighting are adequate.
Effective management of a meeting in 30 minutes (they used to last at least an hour when they were held in person, so now the same objective must be achieved in half the time).
Provide success stories from similar companies to generate impact and interest during the meeting.
Provide training in the use of social selling and have tools such as Sales Navigator and others that allow for in-depth research into the needs of the interlocutors and their companies.
Assertively use collaboration tools to coordinate with the team during home office times, as well as to establish the ideal communication channels for each client.
Create an asynchronous video proposal that can replace a product presentation or demo meeting.
Finally, we would like to share this sales playbook as a guide on how a sales contact process based on remote sales could be redefined:
Remote sales
Source: The Impact of Remote Selling, published by Jacco J. van der Kooij (Founder of Winning by Design).
We see then that inside sales, successfully adopted by SaaS years ago, was already gaining followers in other industries. With the boost that the pandemic gave to this sales model, it is definitely changing the landscape, and generating opportunities in the midst of difficulties.