Increasing the Sales Pipeline in a Virtual Selling World

During the past couple of weeks, I have been conducting an increasing number of virtual Strategic Business Selling virtual learning journeys to client organizations aggressively transforming themselves from in-person selling organizations to virtual selling organizations.

Most of the large F500-type companies I work with have had a tough time of it but are feeling positive that things are getting better. Interestingly enough, most of these organization also understand that this current state of selling isn’t a temporary thing and that there will be no “going back” to the way it once was in selling. And for many, that’s ok, because the way it once was really wasn’t that great or productive.

As sales professionals continue to adapt and show great resilience in the sales process, I wanted to share some of the high-level concepts and tools that we have been training the best sales professionals on which when used effectively can increase the pipeline in a virtual selling world.

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