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SKILL


The Three Mistakes That Could Ruin Your Remote Sales Career


WILLIAM CRAIG REED


The pandemic has changed the art of selling – perhaps forever. Selling while still in our under- wear is now commonplace, and looking good on Zoom is now far more important than wearing polished shoes.


6 | JANUARY/FEBRUARY 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Recent research from McKinsey & Company validates what most of us already know: Almost 80% of busi- ness-to-business (B2B) decision mak- ers prefer remote human interactions for three reasons: • It’s easier to schedule meetings • It saves on travel expenses • It’s safer


The McKinsey study also revealed an eye-opening (but unsurpris- ing) stat: Traditional in-person sales meetings have declined by 55% while videoconferencing (e.g., Zoom) calls have increased by 69%. When meeting with existing customers or prospects, 76% of salespeople prefer


EVERYTHING POSSIBLE / SHUTTERSTOCK.COM


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