Virtual Sales Handbook

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.

Criza COVID-19 a schimbat fundamental modul in care companiile B2B interactioneaza cu clientii, fortand companiile sa treaca de la intalnirile fata in fata la interactiunile virtuale cu clientii peste noapte. Chiar si dupa ce limitarile initiale de calatorie locale si regionale sunt ridicate, calatoriile corporative sunt de asteptat sa fie limitate si este incert ca clientii vor fi deschisi sa primeasca parteneri externi la fata locului. Acest lucru prezinta o nevoie urgenta pentru companii de a se transforma intr-un client mai virtual. model de implicare - in care primul (si cel mai urgent) pas este imbunatatirea competentelor in prima linie comerciala, dotandu-le cu increderea, setul de abilitati si setul de instrumente necesare pentru a implica in mod eficient clientii virtual - si, prin urmare, pentru a securiza fluxurile de venituri existente si viitoare. Manualul de vanzari virtual va viza Oamenii din prima linie comerciala (persoane orientate catre clienti, cum ar fi reprezentanti de vanzari, manageri comerciali, manageri de relatii cu clientii) si vor avea o abordare concreta si practica - astfel incat cititorul sa poata aplica invatarile si conceptele in interactiunile cu clientii. imediat.