It Is Time to Take Virtual Selling Seriously

Six months of social distancing and virtual business have zoomed past us. We have witnessed offices transition to remote settings. We have all seen our co-workers’ wood-paneled basements, three-season porches, book-lined offices — and have invited our peers into our own homes through a screen.
In this time, I have had many conversations with friends, peers and clients alike around our quickly shifting selling environment, but one conversation has truly stuck with me and left me pondering: What is the level of professionalism we should expect in a virtual selling environment? What level of coordination and orchestration can we accomplish miles away from one another in selling roles that demand alignment and consistent value? What are buyer expectations in a pandemic?
Buyer Impressions Still Count — and They May Take More Effort to Enforce
As a buyer considers making a big commitment with your organization, they still need to gain trust in