Connect and Nurture in B2B Sales

The B2B sales process has changed tremendously over the past years. Potential customers have many opportunities to inform themselves about products and services before taking the first step and contacting a salesperson. On the first Expert Talk, an online event that aims to explore the key elements of the B2B sales cycle, Britta Lorenz from PDAgroup interviewed Peter Schwazer about what this development implies for salespeople when they want to connect with the customer and nurture the relationship.

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How to Be Confident in Virtual Sales Meetings

Since the beginning of the pandemic, virtual sales meetings have become the new normal and a key communication channel for sales organizations. Video calls allow us to stay in contact with clients and peers regardless of restrictions and other external factors. Most people would agree that face-to-face meetings are also important, but virtual meetings are here to stay. In this context, salespeople need to master a new set of skills in order to be confident in virtual sales meetings. Here are some ideas that will help you look professional and feel confident in your next meeting:

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Virtual Selling: This Is How You Make It Work

Virtual selling, also referred to as remote selling, consists of creating content about products, services, and purchasing conditions that targets your prospects and customers. This content is perceived as added value and is not necessarily aimed at direct sales. Instead, it offers the possibility of building personal relationships with prospects and customers.

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