{"id":51479,"date":"2018-09-14T19:15:00","date_gmt":"2022-10-18T19:15:16","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=51479"},"modified":"2022-10-31T07:03:56","modified_gmt":"2022-10-31T14:03:56","slug":"virtual-sales-the-secretsauce-to-selling-to-customers","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/virtual-sales-the-secretsauce-to-selling-to-customers\/","title":{"rendered":"Virtual Sales: The Secretsauce To Selling To Customers"},"content":{"rendered":"\n

Despite having extensive tasks to work on, sales reps are continually making efforts to spend more time with prospects and current customers. And living in an era of constant connectivity, some of the biggest gains that they have recently experienced involve time spent connecting with them virtually, leading to more sales deals.<\/p>\n\n\n\n

As virtual selling reaches a tipping point, customers are relying less on in-person meetings.<\/p>\n\n\n\n

A recent State of Sales report<\/a> identified that in Australia and New Zealand, over the past three years, 57% of reps have increased their time spent engaging with customers or prospects virtually (a 6% net change), while 52% have increased the time spent meeting in person (a 4% net change).<\/p>\n\n\n\n

Old versus new world<\/h2>\n\n\n\n

Relationship building \u2013 that\u2019s what the old world of selling involved. Face-to-face selling was a requirement for success, especially in a B2B context. But now, sales faces a different world.<\/p>\n\n\n\n

Relationships that drive sales are not just based on the amount of time spent face-to-face; they\u2019re also based on understanding and supporting the strategic directions of businesses. From a virtual perspective, this involves the use of more technology, such as Google Hangouts, Skype, or other video conferencing or telepresence tools.<\/p>\n\n\n\n

Sales reps, today, are often pressed for time to engage with as many customers and potential customers as possible. As customers too, demand to be engaged with in more efficient ways, technology is used in a whole new way.<\/p>\n\n\n

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Relationships that drive sales are not just based on the amount of time spent face-to-face; they\u2019re also based on understanding and supporting the strategic directions of businesses.<\/p><\/blockquote>\n\n