No Seasoned Rep Left Behind in the Era of Virtual Selling
The Modern Buyer’s Journey
In the past, sales reps generally pitched the features and benefits of a product in person and to one or only a few key stakeholders. But there is great need to be customer-centric in all efforts to get buy-in from as many people within an account as possible.
Reps have been encouraged to cater to the needs of numerous buyer personas, but not necessarily enabled. And sales reps must be more strategic with how they engage with potential customers they can no longer meet in person.
The modern buyer’s journey depends on being multifaceted in key accounts and employing virtual selling tacts. Customers are used to independently seeking their own solutions. In other words, they don’t always start their research with a product. Instead, they seek to educate themselves on how to solve a problem. In this regard, content must be strategically designed around targeted prospects and cater to a self-guided buyer’s journey and drive customer engagement.
Enable Your Reps
Because of the shifting sands of strategic virtual selling, it’s critical that marketing teams produce highly relevant and informative content, analyze performance and usage, and ensure that sales reps are empowered to sell virtually. Sales enablement tools align marketing and sales and enhance productivity and effectiveness with account-based selling solutions. They enable sales reps to sell around key account plans that help them become multifaceted in every company they interact with.
Sales enablement technology includes tracking and usage capabilities, which can be used not only to drive adoption but also to eliminate unused content investments. These tools monitor content consumption at every stage of a sale and ensure reps are up to date and compliant. They help identify which content is being used across your organization and which types of content your marketing team should create for your salesforce.
Linking metrics and content consumption provides insight into which types of content are most effective while also helping to build engagement. Usage tracking helps illustrate how end users are interacting with content, including email activity, dwell time, demo time, and more.
Tracking consumption helps outline the following:
- What content is most popular with customers
- What types of content perform the best
- How and where content is consumed
Implement the Right Tools
Many companies have implemented a customer relationship management (CRM) system in recent years. Yet many veteran sales reps may not be familiar with CRM in the first place. If this is the case, it’s important to prove the value of your CRM and make it irresistible.
Sales enablement tools that snap right in and unlock the value of your CRM easiest, fastest way to equip sales with the content and data they need to for virtual selling. In particular, a digital content management tool by predictively provides sales teams with the right digital assets at each stage of the sales cycle. Used together with a key account management tool that enables real-time collaboration and coordination around strategic accounts, your sales team will become unstoppable. This allows them to focus on their customers and sales objectives, while still utilizing the wealth of data in their CRM.
Most importantly, the right combination of sales enablement tools in your CRM empowers sales and marketing to move quickly as they are using the same data source and can interact with content and account information in real-time. This is the key to driving business through virtual selling.
Strategic Virtual Selling
Coaching and retaining veteran sales reps rests in your ability to act as a true consultant—one who not only acknowledges your reps’ expertise but also fosters their growth. While it may be tempting to simply add a few tricks to their current wheelhouse, it makes more sense to provide them with tech-driven techniques that align with the modern buyer.
This is why it’s important to encourage a strategic approach across your organization—one that aligns with enablement technology. Especially since successful virtual selling relies on well-timed content tailored to the needs and interests of key accounts.
Take advantage of the seniority of these experienced reps. You might learn a thing or two. However, it’s equally important to coach them on the modern buyer’s journey and enable them to sell virtually with the right technology.
[/et_pb_text][/et_pb_column][/et_pb_row][/et_pb_section]Sales teams are evolving and expanding their strategies to embrace another wave of digital expansion – virtual selling. While face-to-face interactions aren’t possible, reps must leverage personalized data and contextual knowledge.
Sales reps must also continue to provide content more efficiently and effectively than ever.
With expanding roles and strategies, this often requires “unteaching” your seasoned reps. Veteran sales reps come with years of experience as well as their own preferred way of doing things. But as everything moves to the world of digital once and for all, it’s up to you to provide specific, tailored feedback to get them aligned with the latest approaches. Below are some coaching strategies for seasoned sales staff in the evolving virtual sales age.
The Modern Buyer’s Journey
In the past, sales reps generally pitched the features and benefits of a product in person and to one or only a few key stakeholders. But there is great need to be customer-centric in all efforts to get buy-in from as many people within an account as possible.
Reps have been encouraged to cater to the needs of numerous buyer personas, but not necessarily enabled. And sales reps must be more strategic with how they engage with potential customers they can no longer meet in person.
The modern buyer’s journey depends on being multifaceted in key accounts and employing virtual selling tacts. Customers are used to independently seeking their own solutions. In other words, they don’t always start their research with a product. Instead, they seek to educate themselves on how to solve a problem. In this regard, content must be strategically designed around targeted prospects and cater to a self-guided buyer’s journey and drive customer engagement.
Enable Your Reps
Because of the shifting sands of strategic virtual selling, it’s critical that marketing teams produce highly relevant and informative content, analyze performance and usage, and ensure that sales reps are empowered to sell virtually. Sales enablement tools align marketing and sales and enhance productivity and effectiveness with account-based selling solutions. They enable sales reps to sell around key account plans that help them become multifaceted in every company they interact with.
Sales enablement technology includes tracking and usage capabilities, which can be used not only to drive adoption but also to eliminate unused content investments. These tools monitor content consumption at every stage of a sale and ensure reps are up to date and compliant. They help identify which content is being used across your organization and which types of content your marketing team should create for your salesforce.
Linking metrics and content consumption provides insight into which types of content are most effective while also helping to build engagement. Usage tracking helps illustrate how end users are interacting with content, including email activity, dwell time, demo time, and more.
Tracking consumption helps outline the following:
- What content is most popular with customers
- What types of content perform the best
- How and where content is consumed
Implement the Right Tools
Many companies have implemented a customer relationship management (CRM) system in recent years. Yet many veteran sales reps may not be familiar with CRM in the first place. If this is the case, it’s important to prove the value of your CRM and make it irresistible.
Sales enablement tools that snap right in and unlock the value of your CRM easiest, fastest way to equip sales with the content and data they need to for virtual selling. In particular, a digital content management tool by predictively provides sales teams with the right digital assets at each stage of the sales cycle. Used together with a key account management tool that enables real-time collaboration and coordination around strategic accounts, your sales team will become unstoppable. This allows them to focus on their customers and sales objectives, while still utilizing the wealth of data in their CRM.
Most importantly, the right combination of sales enablement tools in your CRM empowers sales and marketing to move quickly as they are using the same data source and can interact with content and account information in real-time. This is the key to driving business through virtual selling.
Strategic Virtual Selling
Coaching and retaining veteran sales reps rests in your ability to act as a true consultant—one who not only acknowledges your reps’ expertise but also fosters their growth. While it may be tempting to simply add a few tricks to their current wheelhouse, it makes more sense to provide them with tech-driven techniques that align with the modern buyer.
This is why it’s important to encourage a strategic approach across your organization—one that aligns with enablement technology. Especially since successful virtual selling relies on well-timed content tailored to the needs and interests of key accounts.
Take advantage of the seniority of these experienced reps. You might learn a thing or two. However, it’s equally important to coach them on the modern buyer’s journey and enable them to sell virtually with the right technology.
[/et_pb_text][/et_pb_column][/et_pb_row][/et_pb_section]Sales teams are evolving and expanding their strategies to embrace another wave of digital expansion – virtual selling. While face-to-face interactions aren’t possible, reps must leverage personalized data and contextual knowledge.
Sales reps must also continue to provide content more efficiently and effectively than ever.
With expanding roles and strategies, this often requires “unteaching” your seasoned reps. Veteran sales reps come with years of experience as well as their own preferred way of doing things. But as everything moves to the world of digital once and for all, it’s up to you to provide specific, tailored feedback to get them aligned with the latest approaches. Below are some coaching strategies for seasoned sales staff in the evolving virtual sales age.
The Modern Buyer’s Journey
In the past, sales reps generally pitched the features and benefits of a product in person and to one or only a few key stakeholders. But there is great need to be customer-centric in all efforts to get buy-in from as many people within an account as possible.
Reps have been encouraged to cater to the needs of numerous buyer personas, but not necessarily enabled. And sales reps must be more strategic with how they engage with potential customers they can no longer meet in person.
The modern buyer’s journey depends on being multifaceted in key accounts and employing virtual selling tacts. Customers are used to independently seeking their own solutions. In other words, they don’t always start their research with a product. Instead, they seek to educate themselves on how to solve a problem. In this regard, content must be strategically designed around targeted prospects and cater to a self-guided buyer’s journey and drive customer engagement.
Enable Your Reps
Because of the shifting sands of strategic virtual selling, it’s critical that marketing teams produce highly relevant and informative content, analyze performance and usage, and ensure that sales reps are empowered to sell virtually. Sales enablement tools align marketing and sales and enhance productivity and effectiveness with account-based selling solutions. They enable sales reps to sell around key account plans that help them become multifaceted in every company they interact with.
Sales enablement technology includes tracking and usage capabilities, which can be used not only to drive adoption but also to eliminate unused content investments. These tools monitor content consumption at every stage of a sale and ensure reps are up to date and compliant. They help identify which content is being used across your organization and which types of content your marketing team should create for your salesforce.
Linking metrics and content consumption provides insight into which types of content are most effective while also helping to build engagement. Usage tracking helps illustrate how end users are interacting with content, including email activity, dwell time, demo time, and more.
Tracking consumption helps outline the following:
- What content is most popular with customers
- What types of content perform the best
- How and where content is consumed
Implement the Right Tools
Many companies have implemented a customer relationship management (CRM) system in recent years. Yet many veteran sales reps may not be familiar with CRM in the first place. If this is the case, it’s important to prove the value of your CRM and make it irresistible.
Sales enablement tools that snap right in and unlock the value of your CRM easiest, fastest way to equip sales with the content and data they need to for virtual selling. In particular, a digital content management tool by predictively provides sales teams with the right digital assets at each stage of the sales cycle. Used together with a key account management tool that enables real-time collaboration and coordination around strategic accounts, your sales team will become unstoppable. This allows them to focus on their customers and sales objectives, while still utilizing the wealth of data in their CRM.
Most importantly, the right combination of sales enablement tools in your CRM empowers sales and marketing to move quickly as they are using the same data source and can interact with content and account information in real-time. This is the key to driving business through virtual selling.
Strategic Virtual Selling
Coaching and retaining veteran sales reps rests in your ability to act as a true consultant—one who not only acknowledges your reps’ expertise but also fosters their growth. While it may be tempting to simply add a few tricks to their current wheelhouse, it makes more sense to provide them with tech-driven techniques that align with the modern buyer.
This is why it’s important to encourage a strategic approach across your organization—one that aligns with enablement technology. Especially since successful virtual selling relies on well-timed content tailored to the needs and interests of key accounts.
Take advantage of the seniority of these experienced reps. You might learn a thing or two. However, it’s equally important to coach them on the modern buyer’s journey and enable them to sell virtually with the right technology.