7 ways to succeed in remote sales, into 2021 and beyond

Is Covid-19 and the impact of it still going to be around?

Yes. Almost certainly. It could be around throughout 2021, and into the future. Humanity is adapting to this. Our economies continue to adapt. We are, as a species, highly adaptable, and this is proving one of the greatest challenges we have faced so far.

How Does Covid-19 Impact B2B Sales Teams?

One of the most significant changes is that sales teams have gone remote.

7 ways to succeed in remote sales

#1: Stick to a routine

In sales, or any profession, routines are important. Structure keeps us on-track and focused.

#2: Create kick-ass presentations

When pitching online, you need powerful eye-catching presentations. Whether you are screen-sharing or doing an instant demo, presentations make a huge difference.

#3: Practice, refine and improve scripts

Alongside presentations, you need script outlines so that you can stay focused on what you need to say. Make sure to include all of the key points about your product/service. However, don’t stick to the script religiously.

#4: Have a quick-reference store of smart questions

Whether in the qualifying stages, or prospects getting close to saying yes, you need to ask smart questions. You need to be sure a prospect needs what you’re selling. It’s equally important to check they are a viable potential client, not someone wasting time.

  • What problem(s) are you trying to solve?
  • What has prompted you to solve this problem?
  • What happens if it isn’t solved?
  • What kind of timescale are you looking to implement?
  • What do you personally gain or lose if this is solved, or isn’t solved?
  • Do you have senior/owner or C-suite support for implementing this solution?
  • Do you have a budget for this?
  • How many people do you need to involve to sign-off on that budget?

#5: Practice active listening

Active listening is an essential, albeit underrated sales skill. Instead of listening while waiting to jump in with what you need to stay, take this approach:

  • Ask smart questions (see above);
  • Actually listen to your prospect;
  • Feedback/confirm your understanding of what they said;
  • Ask relevant follow-up questions.

#6: Follow-up relentlessly

After a remote sales meeting (call, screen-share or demo), make sure to follow-up.

#7: Have a strong LinkedIn content game

With over 706 million users world-wide, LinkedIn, the Microsoft-owned B2B social network is the most useful place online for salespeople. Here are a few ways to up your LinkedIn content and connections game (to drive forward sales):

  • Optimize LinkedIn profiles. Clearly show how you add value, how clients can get in touch, and how you solve problems for clients.
  • Use LinkedIn Sales Navigator. If you aren’t already subscribing, we recommend it. LinkedIn Sales Navigator starts with a 30-day free trial, and is $64.99 per month after that. You can send 20 InMail messages per month.
  • Publish content of your own (articles and posts; and work with a marketing team or outsourced supplier if you don’t have time to write this content yourself), and engage with other people’s content, especially sales prospects. Doing this before sending messages is one of the most effective ways to leverage LinkedIn.

Key Takeaways:

  1. Create and stick to a routine
  2. Develop and use kick-ass presentations
  3. Practice, refine and improve scripts
  4. Have a quick-reference store of smart questions
  5. Always practice active listening
  6. Follow-up relentlessly
  7. Have a strong LinkedIn content game

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