VIRTUAL SELLING


working the next! At the end of the day, the total sum of that effort and stress is “Take me off your list.” It hasn’t gotten any easier over


the past two years either. Building relationships virtually


was nothing new for most SDRs and inside sales reps. Now, nearly every role in every industry


is doing some form of virtual prospecting and sales – and helping people figure out how to do it well is a passion of mine. You’d be forgiven for thinking, “She must need her head examined,” but lead generation is in demand like never before. In fact, studies show that 69% of B2B salespeople don’t have


FOLLOW THESE SIX STEPS:


1. Show them you know them: Use impactful research and trusted third- party resources to learn what is relevant to your buyer. Then, connect the unique value that only your organization can offer to the prospect and their most pressing business issues.


2. Know your value-based stories: Focus on the measurable impacts that customers like your current prospect have seen since working with you. Map them according to buyer personas (role/industry) and/or the problems you have solved. Use these to build credibility in both your messaging and call openers.


3. Use all the channels: Phone, email, LinkedIn, Twitter, SMS groups, and events. These are all channels you can use to prime your prospect’s memory – using cadences to build name and brand association over time.


4. Be respectfully persistent and consistent, and add value: People are busy! It takes 15-17 touches over 20-24 business days to earn a meeting with a cold prospect. Make a list of all the resources you can share to add value. Blogs, case studies, third-party reports, event invites, etc. Focus on giving, not taking.


12 | VALUESELLING ASSOCIATES SPECIAL EDITION 2022 SELLING POWER © 2022 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


5. Be data driven, execute, learn, and hone: Let the data tell the story. Today’s sales tech enables us to quickly gather insights from large amounts of data and hone our strategies to fit how our buyers prefer to communicate. Be creative but professional, and be authentic.


6. Build your brand: Yes, you are the face of your company, but you’re also a revenue professional – a unique individual with opinions. My network has been an incredible driver


of my success, and that’s because I have an authentic voice. What’s the first thing prospects do if they’re interested in learning more? They search you and your company. What’s there for them to find? Your network is powerful. You carry it with you everywhere you go. Time to start building it. These six pillars have served me well. Ultimately, I believe in putting humanity and authenticity back into prospecting and sales and breaking the snake-oil salesperson stereotype. Prospecting is the most demanding job in sales, and a virtual world only makes it harder – but we’ve proven it can be done. It all starts with a genuinely curious, authentic, enthusiastic, prepared, and persistent approach.


enough leads to hit quota. If you prospect well, you will be


sought after and promoted, and your prowess respected – which is why I love helping salespeople master this skill. How do you stand out among the thousands of other vendors vying for 15 minutes of that key prospect’s attention? 


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24