Research Brief
Enabling Virtual Team Selling at Scale: Winning The Race to Differentiate the Customer Experience in ‘4D’ Selling Channels
LISTEN TO STEPHEN DIORIO, THE EXECUTIVE DIRECTOR OF THE REVENUE ENABLEMENT INSTITUTE DISCUSS THE VIRTUAL SELLING MATURITY MODEL AND PRACTICAL WAYS TO DIFFERENTIATE THE CUSTOMER EXPERIENCE INA ‘4D’ SELLING MODEL
The mass dispersion of revenue teams over the last 18 months has accelerated the adoption of virtual selling technologies that offer the potential to multiply seller performance. The technologies underlying advanced virtual selling – gaming engines, Haptics, 3D worlds, AR, VR and 5G – are viable and largely affordable today. Selling leaders like Ikea, Yale University, Virgin and Accenture are already incorporating these technologies into their virtual selling channel deployments in an effort to deliver superior and differentiated customer experiences. These investments will pay off because when properly designed and equipped, virtual selling channels can dramatically improve sales coverage, control, and cost to sell while offering buyers the speed of response and experiences they demand.
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.
To keep pace with market expectations and competitive pressures, progressive 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.
LEARN MORE
Our faculty can help your operations team demonstrate the potential of a Virtual Selling Studio Networks to enabling virtual team selling at scale with a proof of concept pilot and a business case.
Learn how the best organizations are winning the race to differentiate the customer experience in ‘4D” (digital, dispersed, data-driven and diverse) selling channels.
Learn steps you can take to put in place a Virtual Selling Studio Networks to enabling virtual team selling at scale in a 21st Century Commercial Model