We call the seismic shift in sales process Sales Virtualization™. Twenty years ago, the best indicator of an organization’s sales success was a talented sales force. Today, sales has been digitized.
First, marketing took over lead generation responsibilities and then the IT folks took over the marketing.
You can either fight the digitization of sales or use it to your advantage. Sales Virtualization™ is our process transform a sales organization into a more profitable and effective selling machine.
Watch the video below to learn more.
I recently worked out a process for a used car operation, along the same lines to this. When you walked in and after initial greeting -you were offered self serve, some service or full service. This is great.
While the option of self serve vs. full serve is appealing in some environments, my experience as a professional consultant has required me to perform more as an educator allowing me to exact control of the exchange and extract useful information critical to forging the relationship and closing the deal.
Virtualization is an effective way to boost sales volume with little to no calling while also increasing closing ratios. The most successful businesses utilize this model and those that are not are stagnant.
I agree that virtualization is an effective resource that allows the sales professional to work more efficiently. CRM programs effectively utilized your calendar to easily organize the work week and follow up with clients on a more timely basis.