Virtual Selling

The pandemic brought with it many changes and challenges that companies had to face in 2020 and many of those continue. Some companies are thriving, some are struggling, and some are in between but there is a consistent challenge for all companies, the switch to virtual selling.

The Gartner Future of Sales 2025 report predicts that “by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.” Some of these will be synchronous and many will be asynchronous.

Virtual selling is here to stay. It’s certainly not new, and it can no longer be the excuse for lack of sales results.

The winners in 2021 and beyond will be those organizations that not only embrace virtual but strive to build a world-class sales organization that can sell in any environment.

I was recently on the Evolvers Podcast with host, Tom Pisello, where we discussed: 

  • The challenges sellers faced in 2020 
  • Why companies should look for new opportunities within existing customers 
  • How to get virtual selling right 
Listen Now

About the Author Alice Heiman

Alice Heiman, the CEOs Sales Coach. According to, she is among the world’s leading experts on the complex sale. She strategizes with sales leadership and provides innovative ideas to grow sales. Originally, from the widely known Miller Heiman Group, Alice and her team incorporate the newest research and best practices to provide sales programs that generate immediate and sustainable results.

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  • MM Prezentor says:

    Virtual selling is the reality many salespeople currently face with COVID-19. As we increasingly get used to the flexibility remote work provides, we might need to accept there is no change in sight.

    Thank you so much for sharing all this wonderful info, Great share, found the articles really worth reading.!

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