9 Steps to Improving Your Virtual Sales Calls: For a "Better Normal"

By Rachel Cavallo

We know many sellers who are about to bust down the doors of their home offices … craving the ability to shake a (sanitized) hand and engage with more than a head on Zoom.  Unfortunately, this may not be possible for a while longer.

See our 9 steps for improving virtual sales calls in a handy infographic.

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Sales Leaders: Assess Skills Gaps Now to Avoid Pipeline Issues Later

By Hope Eyre

We suspected this would happen, and then we got confirmation from the Sales Ops team at our largest client.

“Some of our best sellers have become some of our worst,” they said.

The client was describing a subset of sellers who had historically been star performers based on the strength of their relationships; especially those who had relied heavily on face-to-face socializing.

“It’s the ones who never had to lean into any technology, because they were successful without it,” the lament continued. Pipelines already under stress were absolutely going to be affected.

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7 Tips to Get the Most Value from Your Virtual Meetings

By Warren Shiver

Like you, I’ve been working to adjust to a world of 100% meetings and most social interactions through my devices. Stress of the overall situation aside, it’s been fascinating to experiment and learn what’s working and not. Trust me, I’m still learning.

Since for those of you in sales, there is a strong chance that this remote environment will endure for a while given that even when companies welcome back their employees, how much longer will it be before they welcome you -- An outsider who just flew on a plane with 180 others to get to their front door?

Certainly, I welcome that day, but in the meantime, here are the best virtual meeting and engagement tips and ideas we’ve come across.

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