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.
1 min read
The 7 Deadly Sins of Virtual Selling Plus One
By Mark Gibson on Aug 4, 2021 11:45:04 PM
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
1 min read
Virtual Presence - A Conversation with Dave Kurlan
By Mark Gibson on May 12, 2021 7:48:36 PM
Last week I joined Dave Kurlan, CEO of Objective Management Group for a conversation on Virtual Presence for salespeople. From this interview we concluded that the majority of salespeople worldwide have a long way to go before they reach an acceptable level of virtual presence where they are creating Mojo for themselves and their brand in meetings with buyers.