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Don’t look now, but the sales model has changed. Let’s face it, going onsite with one person, carrying a briefcase and being introduced through the door, is not working anymore. So, what an opportunity! You know that sales will need to continue, but if you go into reaction mode and only wait for them to call into your bank, you know where you’ll be in two to three years. It’s not going to be pretty. You’re going to have to figure out a proactive model to replace what used to work but now can’t, and might I suggest that it might even be better because then you determine, “How are we going to do this virtual sales model? What’s it going to look like? What kind of studios do we put people in? What kind of microphones do they have? What’s the lighting? What is the sales process? Who takes lead on what? How do you make sure the prospect has all of their AV set up before you join the call? Whom moves things along to make sure that everything is done correctly?”

Video: How to Make Your Virtual Sales Model Work

There is so much to figure out to get it right. And what an opportunity! Only those who lean in and learn new things and pull ahead will be those who will be taking the customers away from those who sit back and wait for things to get back to normal. Normal will probably not look like normal ever again, so lean in, learn what to do. This is a time of extreme opportunity.

 

– Roxanne Emmerich

Please watch the video above and share it with your exec team and board.

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