Virtual Sales Handbook - A Hands-on Approach to Engaging Customers: A Hands-on Approach to Engaging Customers

"The COVID-19 crisis has fundamentally changed the way B2B companies interact with customers, forcing companies to transition from face-to-face meetings to virtual customer interactions overnight. Even after the initial local and regional travel limitations are lifted, corporate travel is expected to be limited and it is uncertain that customers will be open to receive external partners on-site. This presents an urgent need for companies to transform towards a more virtual customer engagement model -- where the first (and the most urgent) step is upskilling the commercial frontline by equipping them with the confidence, skillset and toolbox needed to effectively engage customers virtually -- and hence secure existing and future revenue streams. The Virtual Sales Handbook will target Commercial Frontline people (customer-facing people such as sales representatives, commercial managers, customer relationship managers) and will have a very hands-on, concrete "how-to" approach -- so the reader can apply the learnings and concepts in their customer interactions immediately. We will equip the reader with the confidence, skillset and toolbox needed to effectively engage customers virtually -- making them more fit for how sales in the future will look like and hence drive their existing and future revenue streams"--
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.