Best Practice Report

The Sales Leader’s Guide To Digital And Virtual Selling

May 28th, 2020
Nancy Maluso, null
Nancy Maluso


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.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.