Virtual selling is here to stay

How did Covid change the sales landscape?

Covid increased buyers to connect with sales in more digital formats. This McKinsey research shows that 94% of the buyers are equally or even more happy with how digital formats work for them. Just to give you some insights 77% of the clients are willing to spend more than 50K USD via digital interactions and 37% of clients feel comfortable spending as much as 500K USD in a single purchase  

So, what is the good news for your sales team?

Digital interactions make it possible to meet your clients more often, to refresh the relationship and trust, to be more efficient by decreasing expensive travel cost and time and if you do it well, you even can shorten the sales cycle! All good news, right?

I can hear the “Yes, but…” form the “field sales” professionals and of their sales managers…. Our sales force is not so digital savvy yet, they don’t feel comfortable nor confident in having online sessions with their clients and prospects, they prefer face 2 face contact, see the body language of their customers, build a more personal relation with their customers etc.

Increase the confidence of your field sales force on online selling!

Our experience: great business results, happy clients / prospects, confident field sales force

We have been working with a global healthcare manufacturing company in preparing their “field sales” force for having high quality online sessions with their clients, to build a high level of trust and to support the client on their buying journey.

The results even surprised us! By reinforcing high quality sales interactions while adapting these to online settings, we have seen great business results. New clients really buying for the first time with investments between 100-1.000 K USD, existing clients shortening their buying cycle, and most probably the most important the field sales force being confident and savvy for high quality online sales meetings!

You want to know more: Contact us 😊

For more insights: McKinsey research omnichannel sales