Competitive Selling: The Guidebook to Resilient Virtual Selling

By Stacia Skinner and Marisa Pensa

We are in a new evolution of sales-one that requires new skills, a different mindset, and ongoing adaptability. Resilient virtual selling is what you need to stay one step ahead of this evolution and all others to come.

In this book, you will lea

• Language: English
• Publisher: Big Dogs Publishing
• Release date: Jul 28, 2021
• ISBN: 9781733853132

Stacia Skinner

An Adams Media author.

Book preview

INTRODUCTION

A global pandemic. Civil unrest. Economic turmoil. 2020 taught us just how susceptible we are to surprise and disruption. Trips were canceled. In-person meetings came to a screeching halt. Budgets were frozen. Unemployment skyrocketed.

The coronavirus pandemic of 2020 drove a radical, nearly overnight change from face-toface selling to virtual selling as we all dealt with lockdowns and quarantines. Sales professionals around the world suddenly didn’t have a choice. Virtual selling was it.

The uncertainty we experienced in 2020 uncovered a core realization: We should not focus on predicting the future but instead become resilient to anything that might happen. That’s what inspired us to write this guidebook.

Just like everyone else’s around the world, our businesses were hit hard. We went from delivering live, in-person training across the U.S. and the world to figuring out how we could deliver the same training, with the same impact, virtually. Talk about a punch in the gut. We were filled with uncertainty, doubt, and fear. We were put into a reactive position, which made it feel like everything was out of our control. It was not a good place to be.

Once we pulled ourselves together and out of the panic room, we learned what we needed to do to pivot our strategies and protect our businesses. We went all-in on virtual selling and virtual