Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

I found this very useful while implementing digital sales processes during the pandemic and beyond.

De fácil lectura, las cosas tal cual, ser virtual es todo un reto, importante adaptarse a los nuevos escenarios.Considero que es una copia que debe estar en el Librero de un Vendedor o de un Gerente de Ventas.

This is a timely yet timeless resource. The authors explain all the ways that virtual selling can be more challenging than in person, but also how people who put thought and effort in can rise above and even benefit from unique opportunities that virtual selling offers. I found myself underlining and starring elements from every chapter. For me, it wasn't a sit down and read it in an hour kind of book. I digested over the course of two weeks, but it will serve as a reference to return to again and again. I'm grateful in particular for the insights on creating more interactive virtual meetings and for some of the productivity hacks as well. This book covers many of the fundamentals of selling, but how they apply in a virtual environment. It is highly practical and really a no-brainer as an investment in oneself in navigating a changing world. Thank you to the authors, who it sounds like have been working on these approaches long before COVID, but their insights and approaches could not be more timely in helping others to adapt to new ways of selling that will be needed during and long after COVID as well.

This book inspired me to share a copy with our company's internal and field sales force, followed by a virtual Q&A session with co-author Dave Shaby. The sales team responded well not only to the much needed virtual set up and selling tips, but also the depth of knowledge and sales strategy the RAIN Group offers. The book prepares you for the new reality of 2D/virtual selling in a straight forward, useful way, while reinforcing best sales practices and clearly communicating the need for consultative and insight selling - all backed by research and "how-to". I highly recommend this book for sales professionals and sales managers. A bonus for me, and I'm certain for other readers too, are the final chapters that are so incredibly relevant and powerful today... speaking to unlocking productivity through manufacturing motivation, controlling time and executing in the zone. Great resource from beginning to end!

Was looking for a more in-depth book and this was just a lot of stuff anyone who knows anything about selling already knows so I was a little disappointed.