July 16, 2024

                                                  Client

The client is a leading global technology conglomerate, operates across multiple industries, including automation, digitalization, intelligent infrastructure, rail transport solutions, and digital healthcare services.

The Client identified a need to equip their new hires with the essential skills required to excel in virtual selling environments. The objective of this initiative was to enable their sales team to effectively navigate the complexities of virtual interactions, build strong connections with clients, and drive sales engagement in a rapidly evolving digital landscape.

Approach

We designed a 2-day in-person program tailored to enhance virtual selling excellence.

Day 1 focused on the behavioral aspects of virtual selling, emphasizing building a strong online presence, virtual selling mindset , mastering virtual communication tools, building trust and rapport through virtual interactions and overcoming the unique challenges of virtual selling.

Day 2 shifted to the functional aspects of virtual sales, where participants engaged with proven sales models such as SPIN Selling, ABM, BANT, CHAMP, and FAB. These models were integrated into sessions on sales engagement and effective prospecting.

The program structure included:

• Pre and Post questionnaires
• In-person Learning Sessions
• Learning nudges for 10 months 

The program was delivered through a blended approach, combining interactive learning with experiential activities, including hands-on practice of virtual selling techniques in the classroom.

Impact

The course was well received with an overall course rating of 4.3/5

Active Listening, BANT Model and Sales Techniques like FAB & SPIN are the topics participants found most valuable.

Personal Branding / Self Branding, Active Listening and Importance of Practice are the key take aways for the participants

Participants Feedback & Rating

Participant 1

• “Identifying personal strengths and weakness.
• Take what’s required to be better at virtual sales”

Participant 2                                                                            

• “I found FAB as very valuable and KYC also.”