Of the myriad adjustments on everyone’s mind in the “new normal” are many firms’ concerns with remote selling capabilities. Virtual interactions are now seen as two to three times more important than traditional sales interactions in Business-to-Business sales.
As a result, a vast majority of firms have altered their “go-to-market” strategy to incorporate remote selling. It is becoming increasingly clear that virtual sales are quite different from both face-to-face and inside selling.
Many organizations have demonstrated uncertainty with gaining access in a virtual environment, engaging with the prospects remotely, communicating key messages, and closing sales effectively under these new constraints.
We’ve applied our approach to framing and solving difficult questions to identify practically creative solutions to this once in a lifetime business challenge.
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