THE VIRTUAL SELLING STUDIO
Growth leaders are building networks of virtual selling studio that allow them to quickly and affordably evolve their digital selling approach to keep up with the rapidly changing expectations of their buyers. On a practical level they provide a scalable platform for experimenting with different configurations of technologies, interdisciplinary teams, and engagement models to define buying experiences that meet the needs of remote buyers and differentiate your selling approach from the competition in digital channels. From a strategic perspective, virtual selling studios are going to critical platforms for enabling virtual team selling in a 21st Century Commercial Model. Financially, they provide a test environment to redefine and prove the capital investment and operating model of selling in the new market reality.
B2B sellers need to move beyond the virtual home office to find a new selling “sweet spot” that delivers a superior virtual experience to buyers, without the time, culture change, and investment required to transform the commercial model. Over the next 24 to 36 months selling organizations will build out networks of digital selling studios to create a platform for scaling virtual selling beyond traditional videoconferencing. Using a virtual selling studio environment can be a game changer because it differentiates the client experience, helps clients visualize how physical, configurable, or experiential products will work in their environments, and helps revenue teams be more effective selling remotely to increasingly demanding digital buyers.
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