Executive Briefing Sneak Peek: Best Practice#1 - We are all in inside sales now.

According to HubSpot, there are nearly 7,000,000 salespeople working in the United States. Over 53% of those were holding outside sales positions prior to the pandemic. These were people who signed up for those jobs because they didn't want to be chained to a desk and loved connecting with  personally. Now   we are all working from our home office (or kitchen table) and need to make visceral and kinesthetic connections with only a phone, computer screen and a Zoom link.

Add to that only 16% of the average outside sales person's time was actually spent face-to-face with prospects and clients. So what do we doing now? I come back to our value creation selling curriculum which states that you need to bring relevance and crisp value to prospects...fast. If you ever had to sell the concept of a meeting, now is the time. Use this formula and work it into your messaging: "If you spend 20 minutes with me online, you will leave the conversation better able to make a decision around _________ that can impact your business in this specific way ___________ ."

The good news? The Big 4 management consultancies produce a ton of great research and trend information on the top 10 verticals most salespeople are selling into. But remember, value is role and industry specific - calibrate your message accordingly. To sign up for our Executive Briefing on Building Relationships in the Era of Remote Selling click here. 

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