That’s the kind of situational enablement


that leading sales organizations are providing in a virtual world. But that’s not all. Advanced sales enablement organizations also serve up messages and content suggestions to match their sellers’ needs in the moment. Based on the buyer’s situation, sellers can access relevant conversation techniques for the moment, complete with suggested content that’s based on a specific message framework, initiative, or theme. When sellers are in a deficit, they don’t have to worry about remembering messages or skills they learned six months ago. They’ll have micro- learning modules and situational content at their fingertips, so they can consistently respond with the right message, just in time.


SALES COACHING CAN’T BE ONE-SIZE-FITS-ALL How can you deliver tailored coaching at scale when you can’t be there in person? First, understand how your buyers make decisions. Conversations between buyers and sellers may not be happening in person, but the same buying psychology and motivations hold true across digital channels. When your


Four Virtual Meeting Tips for Sellers


1 2


Use a Professional Meeting Setup Make sure your lighting, camera, microphone, and speakers are


high quality. Ask peers to sound-check equipment from a mock meeting when doing a new setup.


Customize Your Background Be sure your viewable background is clean and neat. Include components


that tell an interesting story about yourself or the company that may help build rapport with a buyer.


3 4


Hook Up an Internet Connection Use a direct-wired Internet connection. It’s much more reliable


than Wi-Fi, allows better streaming of audio and video, and permits a more professional presentation.


Have a Backup Strategy Have a Plan B in case of technical difficulties. Know the conference


call-in number and print a copy of critical materials. If possible, keep a landline phone so you can pivot to the dial-in number if the Internet connection is lost.


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sellers appeal to your buyer’s motivations in the context of their situation, they’ll be more likely to win the deal. Second, realize that no two sellers are alike. Instead of taking a one-size-fits-all approach to coaching, use a solid, repeatable framework that can be tailored to your reps’ specific needs. Finally, leverage technology to deliver


effective coaching that naturally fits within the flow of your seller’s daily work. Make it easy for them to find relevant information to refresh their skills and meet their needs in the moment. 


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