Marcus Sheridan’s recent book, The Visual Sale, co-authored with Tyler Lessard, provides many tips and best practices to help you adapt your sales process to virtual platforms.
The 11 listed below might seem simple, but they are often neglected despite making a world of difference to your sales team’s ability to close deals.
Always remain in control of the sales call. You are in charge of the call. You should be the one setting expectations, empowering discussion, and controlling the tempo and pacing of the meeting.