Résumé
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
IndexMante Kvedare is a Partner at Implement Consulting Group with 10+ years of experience supporting international organisations in developing commercial and go-to-market strategy. Her primary focus is within the commercial agenda of B2C and B2B industries, where she has successfully delivered change initiatives both working in the industry and as a trusted advisor to the C-suite. Prior to Implement, Mante was managing a Business Unit for a key Nordic FMCG player. With experience across Europe, the Middle East and Asia, Mante has a strong cross-cultural understanding and global viewpoint. Mante is a contributor to Implement's customer-focused thought leadership perspectives.
Christian Milner Nymand is a Commercial Excellence professional and Partner at Implement Consulting Group, a leading Scandinavian based consultancy with multiple offices across Europe. Before joining Implement in 2003, Christian was a Management Consultant at Valtech Denmark. Now a part of the senior management at Implement Consulting Group and helping global business to business (B2B) companies improve commercial capabilities and accelerate top line growth, Christian is highly competent in operationalising Commercial, Sales and Marketing Excellence methods and tools and creating business impact. His colossal experience and knowledge has put him in the lead of several programs on global sales transformation projects.
