A Platform That Enables More Collaborative Virtual Team Selling and Enhances the Buyer Experience

CAM TIPPING, A MEMBER OF THE REVENUE ENABLEMENT INSTITUTE FACULTY PROVIDES AND OVERVIEW OF THE VIRTUAL SELLING STUDIO FOR BOTH VIRTUAL SELLING AND EDUCATION APPLICATIONS.

Delivering a superior customer experience in virtual selling is essential to meeting business buyer needs and differentiating from the competition in a post pandemic world. competitive. Research by Gartner shows that over three quarters of the process for complex business to business purchases now happens online so making the most of the moments when humans on the revenue team do interact with buyers is critical to effective selling. Unfortunately, most (64%) of buyers cannot see any difference in the digital buying experience of the suppliers they are considering – so those limited opportunities are in many cases wasted.

A virtual selling studio is collaborative selling and education platform that helps overcome the top obstacles holding back virtual sales efforts are the ability to converge the right experts on a call to provide complete and fast answers, and delivering content that is valuable, engaging, and customized enough to command buyer attention and attendance. It also addresses many of the issues that “fatigue” Sellers and buyers such as the lack of eye-contact and non-verbal communication in videoconferencing and puts consultative sellers back in their sweet spot with interactive white boarding more like a live working session or classroom environment. 

Sellers can mix content from other experts and systems – including video feeds, blueprints, on location cameras, operations centers, and videoconferencing to create a richer and more collaborative experience for all participants. And by definition the content is bespoke and personalized to the audience. The virtual selling studio is a smart way and seller friendly way for revenue teams accelerate the evolution of their virtual selling approach based on videoconferencing and true digital transformation and virtual reality. 

The “virtual selling studio” is a complete stand-alone studio platform that can serve as the centerpiece of a selling studio environment to deliver collaborative client experiences immediately on a stand-alone basis, or as an extension of a broader studio environment because it easily incorporates other key digital selling platforms and content such as videoconferencing, online learning,  green screens, and content production. Leading organizations and universities are using the virtual selling studio to deliver live training, virtual whiteboard consulting sessions, content creation, and client education in a virtual and work from anywhere setting.

You can learn more about how buy and deploy a virtual selling studio strategy at www.revenueenablement.com