The Sales Leader’s Guide To Digital And Virtual Selling

Pandemics, economic downturns, natural disasters, and other crises change the selling and buying landscape. Buyers now obtain the information they need from multiple sources — not just the provider’s website or sales team. Sellers, therefore, must look beyond buyers who have actively expressed their willingness to engage; they must seek buyers through social media and other digital channels. They must also possess or acquire the skills required to interact virtually using video and collaboration technology. In this report, we provide insight into the digital and virtual skills, tools, and messaging that sellers need in all types of interactions with buyers to sell effectively during a crisis and beyond.