Why Change Selling Blog



21 min read

How to equip and fund sales and CX for virtual selling success

By Mark Gibson on Oct 26, 2022 3:55:50 PM

This article will be of interest to sales and CX leaders and sales and CX professionals interested in improving their virtual engagement with prospects and customers.  With more than 50% of sales interactions occurring remotely, it is staggering to see a majority of salespeople under equipped and underperforming in their gradually diminishing but critical video meetings with buyers.

There are cost implications to consider to equip individuals for virtual selling success.  These costs should appear in the cost of sales budget.  Are you a sales leader in doubt about investing in salespeople to sell from home?  If so, take a snapshot of your Zoom screen at your next sales meeting.

Topics: remote selling
4 min read

9- Best Practices for Selling in the Post-COVID era

By Mark Gibson on Oct 26, 2022 3:23:06 PM

Selling in the post COVID era

This article will be of interest to salespeople conducting remote calls, sales leaders, sales enablement leaders and leaders of technical pre-sales teams who want to improve outcomes from every remote selling meeting.

Topics: qualification visual communication qualification confirmation rapport remote selling truscribe
1 min read

Customer Storyboarding & Remote Meeting Mastery- video

By Mark Gibson on Oct 26, 2022 12:20:37 PM

This post is nearly 2 years old, from my time with Enableocity, but it is still 100% relevant. The embedded 2.5-minute video explains how you can transform your team's virtual selling results, boost win-rate, and build pipeline this quarter.

Topics: virtual training remote selling
1 min read

The 7 Deadly Sins of Virtual Selling Plus One

By Mark Gibson on Aug 4, 2021 11:45:04 PM

In June this year, Gartner held their mid-year Chief Sales Officer Conference, featuring a keynote from Distinguished VP Advisory, Brent Adamson, which I summarized in Brent Adamson Gartner CSO Conference Insights.

Topics: remote selling virtual selling skills
4 min read

Four must haves for pipeline growth in a virtual world

By Mark Gibson on May 24, 2021 4:39:55 PM

 4 must haves For pipeline growth in a virtual world

The essential ingredients for salespeople to rapidly build a pipeline in addition to selling competence are virtual presence, video competence, brand mojo, and visual conversation frameworks for synchronous and asynchronous selling. Each element in the pipeline growth equation is important but they are accretive and help salespeople to capitalize every moment on camera in front of buyers.

Topics: remote selling virtual selling skills brand mojo
5 min read

Are your sales and CS teams trashing your brand mojo?

By Mark Gibson on Apr 12, 2021 6:07:19 PM

CEOs, marketing, and sales leaders are likely unaware of the opportunities their sales and customer success teams are missing to contribute to their brand Mojo.  In fact, if they knew how badly some of their team members' online presence looked, they would be alarmed and call for immediate action.

Topics: virtual training remote selling
8 min read

How to Quickly Build Trust in Remote Meetings

By Mark Gibson on Jul 8, 2020 5:11:42 AM

This article will be of interest to salespeople, sales managers, sales enablement pro's, SE's and anyone interested in improving the outcomes of remote B2B sales meetings. The ideas in this article aren't new, but are largely unknown.  I learned the Sales Prologue for opening meetings from Enableocity partner, Jim Burns of Avitage and he learned them from Rob Scanlon.  We have adapted some of Rob's ideas to match our Remote Selling 4-Box Qualification Model.

Topics: remote selling