Each quarter, we survey more than 600 marketing and sales professionals who work in complex, business-to-business selling environments. This quarter, we focused on the unique challenges associated with virtual selling environments. Here’s what we found:
- 58 percent of respondents indicated that they receive insufficient, little or no training for selling over the phone and Web. In fact, the survey found that less than 10 percent of respondents actually feel that they have extensive and relevant training for these types of communications.
- When asked how well their organizations have armed them with tools to deliver effective messages in a virtual environment, only 13 percent of respondents felt that they were adequately equipped. More than 50 percent of respondents, however, said that they have insufficient or no tools made available to them.
- Respondents noted that more than 64 percent of the time their virtual sales calls involve more than one person, underscoring the need for effective, differentiated messaging and a greater focus on speaking tools for group audiences.