Terms

Virtual Selling

What is Virtual Selling?

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.

Advantages of Virtual Selling

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.

Key Strategies for Successful Virtual Selling

  • Utilize technology effectively by leveraging video sales tools like Vidyard, Loom, or Wistia for prospecting, conducting sales meetings via video conferencing tools like Zoom, and including video in meeting follow-ups and proposal follow-ups to enhance engagement and clarity.
  • Personalize the sales approach by creating personalized videos for prospecting, allowing sales professionals to connect with prospects on a more personal level and make emails stand out with a more interactive element.
  • Practice active listening during virtual sales calls, paying attention to the buyer's words, tone, and conversation flow to better understand their needs and feelings, which is crucial when physical cues are absent.
  • Adapt the sales approach to meet the changed expectations of customers in a virtual setting, understanding their business, values, pain points, and respecting their time and potential burnout from virtual interactions.
  • Collaborate with team members by aligning the sales team with other departments, such as marketing, to ensure a unified approach to virtual selling, and using collaboration tools to maintain effective communication and coordination among remote sales teams.
  • Manage time efficiently in virtual selling by saving time on travel, allowing sales professionals to have more sales conversations, and using video for meeting follow-ups and proposal follow-ups to convey messages more effectively and ensure they reach decision-makers.

Virtual Selling vs. Traditional Selling

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.

Essential Tools for Virtual Selling

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.

Other terms

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Intent leads

Learn about intent leads, including identifying intent leads in sales, strategies for nurturing intent leads, & comparing intent leads and cold leads.

Intent leads

Conversion Path

Learn about conversion path, including designing an effective conversion path, & components of a successful conversion path.

Conversion Path

Expansion Revenue

Learn about expansion revenue, including maximizing expansion revenue strategies, & identifying opportunities for expansion revenue.

Expansion Revenue

Soft Sell

Learn about soft sell, including keys to mastering soft sell techniques, benefits of choosing soft sell over hard sell, & implementing soft sell in your sales strategy.

Soft Sell

Sales Calls

Learn about sales calls, including optimizing sales calls for success, crafting the perfect sales pitch, & beyond cold calling: exploring alternatives.

Sales Calls

Data Enrichment

Learn about data enrichment, including benefits of data enrichment, techniques for effective data enrichment, & data enrichment vs. data cleansing.

Data Enrichment

Amortization

Learn about amortization, including understanding amortization basics, types of amortization methods, & amortization schedule explained.

Amortization

Net Revenue Retention (NRR)

Learn about NRR, including what is NRR, improving your NRR, NRR vs. gross revenue retention (GRR), & the significance of NRR in business growth.

Net Revenue Retention (NRR)

Net 30

Learn about Net 30, including advantages of utilizing Net 30, implementing Net 30 in your business, & Net 30 vs. immediate payment terms.

Net 30

B2B Marketing Analytics

Learn about B2B marketing analytics, including key components of B2B marketing analytics, & getting started with B2B marketing analytics.

B2B Marketing Analytics

A/B Testing

Learn about A/B testing, including benefits of A/B testing, planning your A/B test strategy, analyzing A/B testing results, & A/B testing best practices.

A/B Testing

Low-Hanging Fruit

Learn about low-hanging fruit, including identifying low-hanging fruit, strategies for capturing easy wins, & comparing high and low effort opportunities.

Low-Hanging Fruit

Sales Conversion Rate

Learn about sales conversion rate, including maximizing your sales conversion rate, & factors influencing conversion rates.

Sales Conversion Rate

Direct Sales

Learn about direct sales, including benefits of direct sales, strategies for successful direct sales, & direct sales vs. indirect sales.

Direct Sales

Lead Generation

Learn about lead generation, including defining lead generation, inbound and outbound lead generation, & essential lead generation strategies.

Lead Generation

Sales Automation

Learn about sales automation, including benefits of sales automation, implementing sales automation strategies, & sales automation tools: an overview.

Sales Automation

Customer Relationship Management Systems

Learn about customer relationship management systems, including benefits of using CRM systems, & key features of effective CRM solutions.

Customer Relationship Management Systems

Employee Engagement

Learn about employee engagement, including the importance of employee engagement, strategies for boosting engagement, employee engagement vs. employee satisfaction.

Employee Engagement

Predictive Lead Generation

Learn about predictive lead generation, including benefits of predictive lead generation, & key components of effective strategies.

Predictive Lead Generation

Guided Selling

Learn about guided selling, including benefits of guided selling, steps to implement guided selling, & guided selling vs. traditional sales.

Guided Selling

Interactive Voice Response

Learn about interactive voice response, including implementing IVR effectively, IVR best practices, & comparing IVR and live agents.

Interactive Voice Response

Funnel Analysis

Learn about funnel analysis, including how funnel analysis works, steps to implement funnel analysis, & common funnel analysis mistakes.

Funnel Analysis

Virtual Private Cloud

Learn about virtual private cloud, including benefits of using virtual private cloud, & setting up your virtual private cloud.

Virtual Private Cloud

Programmatic Advertising

Learn about programmatic advertising, including how programmatic advertising works, & key benefits of programmatic advertising.

Programmatic Advertising

Conversational Intelligence?

Learn about conversational intelligence, including its benefits, implementing it strategically, conversational intelligence vs. traditional sales tactics, and its key components.

Conversational Intelligence?

Weighted Pipeline

Learn about weighted pipeline, including calculating your weighted pipeline, & distinguishing weighted pipeline from traditional forecasting.

Weighted Pipeline

Stakeholder

Learn about stakeholder, including identifying stakeholders, roles & responsibilities of stakeholders, & stakeholder engagement strategies.

Stakeholder

SDK

Learn about SDK, including how SDKs drive business success, benefits of using SDKs, different types of SDKs, & effective SDK implementation strategies.

SDK

CI/CD

Learn about CI/CD, including understanding CI/CD benefits , implementing CI/CD best practices , CI/CD vs. traditional deployment , and core components of.

CI/CD

Drip Campaign

Learn about drip campaign, including crafting an effective drip campaign, examples of successful drip campaigns, drip campaign vs. bulk emailing: understanding the differences.

Drip Campaign

AI Data Enrichment

Learn about AI data enrichment, including understanding it, the key benefits of AI data enrichment, how it works, and its challenges.

AI Data Enrichment

Landing Pages

Learn about landing pages, including creating effective landing pages, key elements, examples of successful landing pages, & landing pages vs. home pages.

Landing Pages

Sales Development Representative (SDR)

Learn about sales development representative, including roles and responsibilities of an SDR, key skills for successful SDRs, and pathways to becoming an SDR.

Sales Development Representative (SDR)

Follow-up

Learn about follow-up, including strategies for effective follow-up, crafting compelling follow-up messages, & differences between first contact and follow-up.

Follow-up

Omnichannel Sales

Learn about omnichannel sales, including the benefits of omnichannel sales, crafting an omnichannel strategy, omnichannel vs. multichannel.

Omnichannel Sales

Call for Proposal

Learn about call for proposal, including crafting an effective call for proposal, & key elements of a successful proposal call.

Call for Proposal

FAB Technique

Learn about FAB technique, including implementing FAB in sales strategies, benefits of the FAB technique, & FAB vs. other sales techniques.

FAB Technique

Time on Site

Learn about time on site, including the importance of time on site, benefits of monitoring time on site, & strategies to improve time on site.

Time on Site

Sales Operations Key Performance Indicators

Learn about sales operations KPIs, including identifying sales operations KPIs, effective sales KPI strategies, & sales operations KPIs SaaS KPIs.

Sales Operations Key Performance Indicators

Targeted Marketing

Learn about targeted marketing, including benefits of targeted marketing, key strategies for effective targeting, & targeted marketing vs. mass marketing.

Targeted Marketing

Mobile App Analytics

Learn about mobile app analytics, including how mobile app analytics works, benefits of mobile app analytics, & tools for mobile app analytics.

Mobile App Analytics

Customer Retention Cost

Learn about customer retention cost, including strategies to reduce retention costs, & critical metrics for measuring retention success.

Customer Retention Cost

Email Deliverability

Learn about email deliverability, including improving email deliverability rates, & key factors affecting email deliverability.

Email Deliverability

Direct Mail

Learn about direct mail, including crafting an effective direct mail campaign, the benefits of direct mail in sales, direct mail vs. email marketing: a comparison.

Direct Mail

Customer Relationship Management Hygiene

Learn about CRM hygiene, its importance, the best practices for it, CRM hygiene vs. data management, and tools for maintaining it.

Customer Relationship Management Hygiene

Economic Order Quantity

Learn about economic order quantity, including calculating economic order quantity, & benefits of optimizing order quantity.

Economic Order Quantity

Sales Workflows

Learn about sales workflows, including designing optimal sales workflows, & key components of effective sales workflows.

Sales Workflows

Bad Leads

Learn about bad leads, including identifying bad leads, warning signs of bad leads, impact of bad leads on sales, & strategies to minimize bad leads.

Bad Leads

B2B Data Solutions

Learn about B2B data solutions, including unlocking the power of B2B data, & key components of effective B2B data solutions.

B2B Data Solutions

Sales Enablement

Learn about sales enablement, including the key components of sales enablement, & crafting an effective sales enablement strategy.

Sales Enablement

Firewall

Learn about firewall, including how firewalls work, benefits of using firewalls, types of firewalls, & implementing a firewall strategy.

Firewall

Sales Coach

Learn about sales coach, including qualities of an effective sales coach, the importance of sales coaching, & sales coaching vs. sales managing.

Sales Coach

Vertical Market

Learn about vertical market, including identifying your vertical market, advantages of targeting vertical markets, & vertical vs. horizontal markets.

Vertical Market

Accessibility Testing

Learn about accessibility testing, including how to conduct accessibility testing, & benefits of accessibility testing.

Accessibility Testing

Customer Success

Learn about customer success, including key strategies for customer success, benefits of prioritizing customer success, & customer success vs. customer support.

Customer Success

System of Record

Learn about system of record, including key components of system of record, choosing the right system of record, & system of record vs. system of engagement.

System of Record

Upsell

Learn about upsell, including benefits of effective upselling, strategies for successful upselling, & upsell vs. cross-sell: understanding the difference.

Upsell

Consumer

Learn about consumer, including role of consumers in economy, types of consumer goods and services, & factors influencing consumer choices.

Consumer

Corporate Identity

Learn about corporate identity, including how to build a strong corporate identity , & key components of corporate identity .

Corporate Identity

B2B Data

Learn about B2B data, including sources and types of B2B data, leveraging B2B data for sales success, & ensuring the accuracy of B2B data.

B2B Data

CSS

Learn about CSS, including understanding CSS benefits , how CSS improves user experience , & essential components of CSS .

CSS

MEDDICC

Learn about MEDDICC, including implementing MEDDICC effectively, key elements of MEDDICC, & MEDDICC versus traditional sales models.

MEDDICC

Email Marketing

Learn about email marketing, including how to start with email marketing, benefits of effective email marketing, & best practices for email campaigns.

Email Marketing

Inside Sales

Learn about inside sales, including benefits of inside sales, key strategies for success, comparing inside and outside sales, & the future of inside sales.

Inside Sales

Account View Through Rate

Learn about account view through rate, including maximizing account view through rate, & key metrics to track and improve.

Account View Through Rate

Total Audience Measurement

Learn about total audience measurement, including key components of total audience measurement, & benefits of adopting total audience measurement.

Total Audience Measurement

Data Appending

Learn about data appending, including benefits of data appending, implementing data appending effectively, & data appending vs. data scrubbing.

Data Appending

Sandboxes

Learn about sandboxes, including understanding sandbox environments, creating effective sandboxes, benefits of using sandboxes, & sandbox best practices.

Sandboxes

No Cold Calls

Learn about no cold calls, including alternatives to cold calling, strategies for warm outreach, & enhancing customer relationships without cold calls.

No Cold Calls

Real-time Data Processing

Learn about real-time data processing, including benefits of real-time data processing, best practices for implementation, & challenges and solutions.

Real-time Data Processing

Account Mapping

Learn about account mapping, including account mapping basics, importance of account mapping, steps to create an account map, and account mapping tools and resources.

Account Mapping

Video Prospecting

Learn about video prospecting, including benefits of video prospecting, crafting compelling video messages, & comparing video prospecting and email outreach.

Video Prospecting

Outbound Leads

Learn about outbound leads, including strategies for generating outbound leads, & effective outbound lead engagement methods.

Outbound Leads

Personalization in Sales

Learn about personalization in sales, including strategies for effective personalization, & key benefits of sales personalization.

Personalization in Sales

Remote Sales

Learn about remote sales, including challenges of remote sales, strategies for effective remote sales, & remote sales vs. traditional sales.

Remote Sales

Digital Sales Room

Learn about digital sales room, including benefits of a digital sales room, key features of digital sales rooms, & building an effective digital sales room.

Digital Sales Room

Email Engagement

Learn about email engagement, including maximizing email engagement rates, strategies for crafting compelling emails, analyzing email engagement: metrics.

Email Engagement

Buying Criteria

Learn about buying criteria, including identifying key buying criteria, developing effective buying criteria, & buying criteria vs. selling points.

Buying Criteria

User Interface

Learn about user interface, including designing an effective user interface, key elements of user interface, & user interface vs. user experience.

User Interface

Bottom of the Funnel

Learn about bottom of the funnel, including maximizing conversions at the funnel's end, & strategies for nurturing bottom-funnel leads.

Bottom of the Funnel

Generic Keywords

Learn about generic keywords, including understanding generic keywords usage, crafting effective generic keywords, generic vs. branded keywords: the differences.

Generic Keywords

Marketing Budget Breakdown

Learn about marketing budget breakdown, including essentials of crafting a marketing budget, & strategies for allocating marketing funds.

Marketing Budget Breakdown

Warm Outbound

Learn about warm outbound, including understanding warm outbound, benefits of warm outbound strategies, & implementing warm outbound in your sales process.

Warm Outbound

Latency

Learn about latency, including impact on outbound marketing, key metrics, ways to measure, strategies to reduce latency, & best practices.

Latency

Monthly Recurring Revenue (MRR)

Learn about MRR, including calculating it, the key factors that influence it, MRR vs. ARR, and strategies to grow your MRR.

Monthly Recurring Revenue (MRR)

Break-Even

Learn about break-even, including calculating your break-even point, importance of break-even analysis, & break-even analysis vs. profit margins.

Break-Even

SEO

Learn about SEO, including how it works, benefits, strategies, measuring success, and tips to optimize your website for search engines.

SEO

Pain Point

Learn about pain point, including identifying pain points in sales, strategies to alleviate customer pain points, & pain points vs. customer needs.

Pain Point

User-generated Content

Learn about user-generated content, including how to leverage user-generated content, & benefits of user-generated content.

User-generated Content

B2B Sales Process

Learn about B2B sales process, including key components of B2B sales processes, & crafting an effective B2B sales strategy.

B2B Sales Process

Sales Script

Learn about sales script, including crafting an effective sales script, essentials for a winning sales script, sales script vs. spontaneous pitch.

Sales Script

Outbound Lead Generation

Learn about outbound lead generation, including strategies for successful outbound lead generation, & key tools for outbound lead generation.

Outbound Lead Generation

Awareness Buying Stage

Learn about awareness buying stage, including definition, importance, key strategies, best practices & how it fits into the sales funnel.

Awareness Buying Stage

Multi-Channel Marketing

Learn about multi-channel marketing, including benefits of multi-channel marketing, & strategies for successful implementation.

Multi-Channel Marketing

Sales Acceleration

Learn about sales acceleration, including key concepts in sales acceleration, techniques for boosting sales, & role of technology in acceleration.

Sales Acceleration

Deal Closing

Learn about deal closing, including strategies for successful deal closing, key elements of a strong close, & deal closing versus lead nurturing.

Deal Closing

Master Service Agreement

Learn about master service agreement, including key elements of a master service agreement, & crafting an effective master service agreement.

Master Service Agreement

Sales Team Management

Learn about sales team management, including key principles of effective sales team management, & building high-performing sales teams.

Sales Team Management

Lead Qualification Process

Learn about lead qualification process, including identifying key lead qualification criteria, & steps in a successful qualification process.

Lead Qualification Process

Responsive Design

Learn about responsive design, including how responsive design works, benefits of responsive design, & common mistakes in responsive design.

Responsive Design
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