141 - [Interview] Virtual Selling Research with Dave Shaby of RAIN Group


Manage episode 283992979 series 2452453
By Liston Witherill. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

The global pandemic has accelerated the change from selling in-person to remote selling. But it's nothing new. "Inside selling" means selling remotely, from a home or office, and has been around for decades.

Yet a lot of us are struggling to adapt to the new reality of selling remotely because it feels so different. But is it?

Dave Shaby, COO at RAIN Group, shares his recent research on the question of how both buyers and sellers are adapting to the new remote selling reality. Here are some links mentioned in the show:

RAIN Group's Virtual Selling Study

Dave Shaby on LinkedIn

Remote Selling article by Liston

Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

Podcast Episodes:

Remote Selling: An Overview

Remote Selling: Video Selling

Remote Selling: The Sales Process to Use

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156 episodes