The Virtual Sales Handbook

Learn to engage your B2B customers through effective virtual sales meetings and presentations

The global COVID-19 pandemic has radically changed how business-to-business companies interact with their customers. The traditional face-to-face meeting has quickly become a thing of the past—the virtual customer engagement model is the new normal. To secure existing and future revenue streams in the virtual B2B sales environment, companies must equip their commercial frontline with the confidence, skills, and tools necessary for effectively engaging customers virtually.

The Virtual Sales Handbook: A Hands-on Approach to Engaging Customers is designed for sales reps, commercial managers, customer relationship managers, and other customer-facing professionals working in the virtual realm. Step-by-step, readers learn to prepare for a virtual sales meeting, create compelling virtual presentations, build energy through effective openers, develop trust in the virtual world, drive impact through virtual meeting follow-up, and much more. Throughout the book, readers are provided with an abundance of tips and tricks, illustrative examples and case studies, and actionable strategies based on extensive implementation and upskilling experience.

Written by two authors with deep knowledge and expertise in operationalizing virtual commercial sales and marketing methods and tools, this must-have guide will help you:

• Navigate the world of virtual sales
• Overcome the barriers of virtual customer interaction
• Evaluate the strengths and weaknesses of different virtual sales models
• Plan and execute effective virtual sales meetings
• Build engaging storylines and presentations
• Lead the transformation from physical to virtual sales
• Leverage effective virtual customer engagement techniques

The Virtual Sales Handbook: A Hands-on Approach to Engaging Customers is an indispensable resource for C-suite executives, business leaders, senior sales managers, sales representatives, account managers, and anyone on the commercial frontline.

Preface

Introduction

Chapter 1: Navigating the World of Virtual Sales

Chapter 2: Overcoming the Barriers of Virtual Customer Interaction

Chapter 3: The Hybrid Sales Model

Chapter 4: Preparing for an Effective Virtual Sales Meeting

Chapter 5: Building Engaging Virtual Sales Meeting Storylines and Presentations

Chapter 6: Effective Virtual Customer Engagement

Chapter 7: Executing the Virtual Sales Meeting

Chapter 8: Leading the Transformation from Physical to Virtual Sales

Conclusion

Epilogue

References

Notes

About the Authors

Acknowledgements

Index

MANTE KVEDARE is a Partner at Implement Consulting Group with extensive experience supporting international organisations develop commercial and go-to-market strategies.

CHRISTIAN MILNER NYMAND is a Senior Partner at Implement Consulting Group. He has spent the past 18 years designing and supporting sales transformation programs for leading B2B companies.

While the COVID-19 pandemic accelerated the transition toward virtual interactions, many commercial organisations still struggle to reap the full benefits of virtual sales.

The Virtual Sales Handbook delivers a thorough and insightful analysis of how sales professionals and business executives can make a successful shift toward a virtual customer engagement model. With a hands-on, concrete, and practical approach, the book shows you how to acquire the skillset needed to effectively engage customers virtually for commercial impact.

Step-by-step, readers learn to overcome the key barriers associated with virtual customer interactions, build trust and engagement, prepare for a virtual sales meeting, create compelling virtual presentations, lead the transformation toward a hybrid customer engagement model, and much more.

Perfect for sales reps, commercial managers and executives, The Virtual Sales Handbook will also earn a place in the libraries of anyone on the commercial frontlines seeking a one-stop resource to improve their ability to virtually engage customers and drive current and future revenue streams.

IMPLEMENT CONSULTING GROUP helps leading organisations succeed with their most critical change initiatives by unleashing human engagement to unlock business potential. Headquartered in Copenhagen and working globally with over 800 consultants, they are committed to leaving organisations and their people in a truly better place - more changeable, more engaged and better equipped for creating a better future.

DISCOVER HOW TO EFFECTIVELY ENGAGE CUSTOMERS VIRTUALLY AND DRIVE YOUR CURRENT AND FUTURE REVENUE STREAMS

The COVID-19 pandemic has been a catalyst for virtual customer interactions, and many organisations have transitioned towards a virtual customer engagement model. However, embracing virtual sales is not as simple as turning on a webcam.

The Virtual Sales Handbook is a hands-on guide for sales professionals introducing the basics of effective virtual customer engagement. It explores the opportunity space of embracing the virtual medium, as well as the barriers associated with virtual meetings and how to overcome them.

Designed as a practical guide, this book provides hands-on tips and tricks on how to successfully prepare, run, and follow up on virtual meetings. It also offers inspiration on leading the transformation from physical to virtual sales in a hybrid sales model. You will learn how to build trust and engagement in a virtual setting, adapt your storylines and presentations to resonate in virtual customer interactions, and leverage the virtual medium to reach the desired impact. The authors also share their experience in applying the methods and concepts described in real-life international projects.

Aimed at commercial managers, sales reps, business development professionals and sales executives, The Virtual Sales Handbook is an invaluable resource for anyone looking to strengthen their confidence, skills, and toolbox to navigate the world of virtual sales.