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What has traditionally been seen as an in-person, relationship-based part of business is being tested online. While some businesses have been slowly experimenting with virtual selling, the pandemic halted in-person cordiality and made deal-making over video conferencing and chat tools a necessity.
Even when stay-at-home orders lift, many signs suggest virtual selling will have a more prominent place in sales organizations, analysts say.
Companies that previously embraced this way of doing business saw representatives spend less time on non-selling activities, and sales leaders saw an average 20% lift in commercial results, Mary Shea, principal analyst serving business-to-business marketing and sales professionals, wrote in a November report from Forrester.
“Acquiring these tools also puts marketers and sellers in a better position to collaborate and align so that data, rather than emotion, fuels internal discussions and decision-making,” she said at the time.