Here's how you can navigate the lack of face-to-face interaction in remote sales prospecting.

We are talking about the adoption of digital tactics. To get more leads, the B2B salesforce needs to meet their potential customers where they are: online, primarily on LinkedIn and X. They must aim to be recognized as experts in their field and engage in digital discussions applying to client specific solution selling. This is possible if the organization supports them with content, roadmaps, and pitch materials. The creation of a process by the company's cross-functional team is essential. Keep in mind that the content needs to address the real challenges clients are facing instead of the product features they are selling. Reps must be able to track the performance of their content such as views and impact on sales. Cheers!

Une chose qui m'a été utile, c'était la prospection téléphonique. Il faut la faire avant 9 heures pour augmenter les chances de décrocher un rendez-vous dans la semaine.

En las ventas remotas se puede perder la esencia que se tiene en la presencialidad. Por ello, es importante suplir esa falta de contacto humano-humano con herramientas como Zoom. Hay empresas que hacen ventas remotas solo a través del teléfono, pero creo que es un error, puesto que se pierde esa componente humana que crea confianza y conexión.

I believe the phone and text are still less evasive and more effective than zooming. The great advantage of being face to face is in looking eye to eye and responding to social cues and microexpressions. I believe we are still not at the technological level where that can be established at a distance. One of the reasons is that the angle of the camera is not the angle of the eye, and fixing software does not translate to actual eye contact. Also, there is more mode data with video, which depends more on stable and fast connections which, also has good hardware and smooth running software as well as cloud and server capacity. Instead of enabling the salesforce and establishing better communication might hinder it.

Sempre navegue entre prospec??es manuais e automatizadas. Isso te fará ganhar tempo. Numa lista você prospecta de forma personalizada, investindo tempo e recursos de bigdata para escrever suas mensagens e ter dados durante uma liga??o. Noutra lista você prospecta de forma automática, inserindo o maior número de variáveis que puder. Para isso, busque ferramentas de automa??o como a snov, apollo, leads2b, duxsoup, driva e devzapp.

-Tailored Messaging: Customize your emails and messages to address the specific needs and interests of each prospect. -Personal Touch: Use personalized videos or voice messages to stand out and make your communication more engaging.

Connecting on a human level first based on the prospect's interests to create an emotional response & a (genuine) connection, when it's feasible. Do they have a podcast, are they involved in any other activities, common interests or school attended? Even though it's a number game: Getting creative for priority accounts could be the difference in getting a foot in the door. This could be a mix of: - short LinkedIn / X messages, voice notes, humour & memes (when applicable). - a short recording yourself while screen sharing & tailoring it to the prospect's company. - Power of reciprocity: sharing valuable information, articles, white paper... Thinking Out Of the Box to personalise contact could go a long way versus a long generic mail.

To personalize your connections in a virtual environment, you should focus on asking deep questions. These show interest in the person (or people) you are speaking with, and build trust. For example: "May I ask, why is (insert discussion focal point) so important to you - personally?" OR "If we achieve (insert prospects desired outcome), how will it support you personally? Professionally?"

Para poder conectar con la otra persona, es muy importante conectar con ella antes de empezar a vender, sobre todo si hablamos de ventas remotas. ?Cómo podemos personalizar el contacto? Simple. Investigando antes a la persona. Cuando investigamos, estamos generándonos ventaja porque vamos a poder sacar puntos en común y hacer que la otra persona nos vea más familiar.

Na prospec??o manual, separe alguns minutos para pesquisar sobre seu prospect (de 3-5 min.). Anote alguns pontos que chama a aten??o e outros que possam ser em comum. Use e "abuse" disso pois as pessoas te recebem melhor quando percebem que sua intera??o teve pesquisa prévia e conteúdo personalizado. Vai por mim, funciona! Estou há 15 anos nessa baga?aaaa kkk

Being audible ready and centring the conversation on the customer. Letting them talk about their business needs & challenges to then later linking it back to your offering. Asking specific situational questions to make them voice their current situation, potential areas of improvement & the cost of inaction.

-Show Empathy: Listen carefully to your clients' concerns and needs, demonstrating that you understand their challenges. -Ask Questions: Engage in meaningful conversations by asking open-ended questions to gather more insights about their requirements.

Start by asking insightful questions that prompt detailed responses, helping you understand your prospects' needs better. During video calls, pay attention to non-verbal cues like body language and facial expressions to build rapport. Always take notes and recap key points, demonstrating that you value their input and understand their concerns. This approach not only shows empathy but also builds trust, making your interactions more impactful. By actively listening and adapting to their feedback, you can foster stronger, more meaningful connections even without face-to-face meetings.

La escucha activa es la herramienta más fuerte que podemos practicar para ser aplicada no solo en el ámbito laboral, también en lo personal y más cuando eres madre o padre de adolescentes que comienzan su desarrollo profesional. Escuchar con atención y sin interrumpir a tu interlocutor te dará las respuestas que ellos mismos se hacen.

Active listening in a virtual environment requires that you pay close attention to your timing. Internet delays can result in speaking over your prospect. To avoid this, could to three before you say something - there is nothing wrong with silence, and it reinforces your consideration of what the prospect just shared.

When you follow up, the goal is to remain a welcomed guest - not become a pest. Communicate during any calls what follow up you'll be taking next. So for example, after an initial call you might share "I'll send you a summary of my understanding of your objectives today, and then reach out on Monday prior to our next call with a brief agenda - will that work for you?" When you are transparent and upfront about the follow up you intend - you prepare the prospect for next steps, and they'll eagerly be awaiting your follow up.

-Timely Follow-Ups: Ensure follow-up emails or messages are sent promptly after initial contact to keep the conversation going. -Consistent Check-Ins: Regularly check in with prospects to maintain engagement and address any ongoing concerns.

Il est aussi important de conna?tre quand relancer le client. Cela va créer en lui un sentiment d'urgence qui le poussera à définir une date assez rapprochée et bénéfique pour votre démarche commerciale.

Effective follow-up is crucial in remote sales prospecting. Using a CRM like Salesforce helps structure and automate this process. I document all interactions, summarize conversations via email, and provide relevant additional resources. Beyond the CRM, I ensure personalized follow-ups by noting personal events like children's birthdays or significant life moments. These gestures show genuine interest and offer opportunities for re-engagement. A consistent and personalized follow-up routine maintains momentum and demonstrates my commitment to meeting prospects' needs, even from a distance.

What I try to do is let them know you are reaching out again. Next explain what your goal of the meeting is and what topics will be covered. Then give times we would be available

-Common Interests: Find and discuss shared interests or mutual connections to build a personal connection. -Transparency: Be honest and transparent in your communications to build trust and credibility with prospects.

My number one tip: Never come off "pushy" Don't try to sell the product or service before you have sold them yourself as an interesting person to connect with. Do your homework and look for some common interest to talk about first.

Segundo estudos mostrados no livro "First Impressions: Making Up Your Mind After a 100-Ms Exposure to a Face", temos menos que 1 segundo para causar uma boa impress?o de nosso rosto a uma pessoa que conhecemos agora (como na prospec??o). Por isso, cuide de sua foto do Linkedin, Insta e Whatsapp. Ela precisa passar confian?a total! Outro estudo, do Prof. Ambady, diz que as pessoas no avaliam nossa competência em 30 segundos. Depois disso, fica muito difícil mudar a percep??o do outro. Quem é meu aluno, já sabe, n?o vacile ao iniciar uma prospec??o! Vá com cautela e estratégia ;-) Primeiro a conex?o. Depois a venda.

Ceci est très important, mais il faut rester prudent. Savoir quoi dire et comment le dire pour que ne pas créer une barrière à l'offre commerciale.

What I’ve found is empathy is key. We are all human. Show understanding that it is a busy time, but you wanted to connect to understand how we can help solve this pain point in their industry.

-Seek Feedback: Regularly ask for feedback from prospects on your approach and interactions to improve your remote sales techniques. -Implement Suggestions: Use the feedback to refine your sales process and address any areas where you can improve.

La retroalimentación es esencial para poder mejorar. Tenemos que: - Pedir feedback siempre que podamos a compa?eros de trabajo o incluso a clientes que no hayamos podido cerrar. - Tomar ese feedback como constructivo, entenderlo y aplicarlo a nuestro proceso de ventas para no hacer los mismos errores una y otra vez.

Es cierto que cuando no se puede tener contacto personal con el cliente se pierden algunas cosas. Como por ejemplo la falta de interacción cara cara puede hacer más difícil romper la barrera entre lo profesional y lo personal. La comunicación personal te permite captar mejor el lenguaje corporal, las expresiones faciales y otros maticez que facilitan la construcción de una relación más sólida y cercana. Sin embargo las estrategias para tratar de suplir este vacío ayudan mucho. Hay sectores en que se puede mantener este tipo de comunicación frio e impersonal sin problema alguno, pero en otros, tal vez se pueda empezar de esta manera pero se necesitaría tener visitas personales posteriormente.