Become experts at remote sales

Use remote selling’s best practices to drive sustainable growth across your organization

Remote Selling

Remote Sales skills training and executive workshops

FOR EXECUTIVES

Executive Workshop: Transformation to Remote Sales & Customer Success

This online workshop provides your executive team with a roadmap for quickly and smoothly transitioning your team from enterprise field sales to remote sales.

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Workshop Agenda:

1. Explain the challenges in the current Go To Market framework

  • Map your existing Sales and Customer Success processes, and outline which aspects can be transitioned from in-person to remotely delivered
  • Learn which online tools can act as a force multiplier for your existing processes to create effective lead-to-close activities
  • Transformation of in how to manage an online meeting
    Enablement of the remote sellers and customer success teams

2. Share insights we have gained

  • Share relevant use-cases based on your buyer’s journey
  • Review the do’s and don’ts of the online world
  • Demonstrate best practices in tech-enablement process optimization that can yield both cost savings and increased sales
  • Learn the instrumental role of Front Line Managers in managing this transformation

3. Highlight the specific application to three departments

  • ABM campaigns to generate pipeline as an alternative to industry events
  • Sales techniques in an online world
  • Customer Success techniques that save costs and increase net retention

4. Determine an action plan to kickstart the transformation to Remote Sales

Included for all workshop attendees:
Online Selling for Sustainable Growth

Price: $5,000 (up to 20 executive attendees)

FOR SALES AND CUSTOMER SUCCESS REPS

Core Skills for Successful Remote Sales & Customer Success

For effective remote selling and customer success, team members must learn new ways of facilitating stakeholder conversations, customer impact reviews, online demos, and more. Winning by Design has helped some of the world’s largest companies create effective remote sales and customer success experience.

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Training Curriculum:

  1. Setup of your remote work environment
  2. Leveraging online remote sales tools
  3. How to conduct a perfect remote discovery meeting
  4. How to develop relationships online
  5. How to run an online demo
  6. How to perform an online stakeholder meeting
  7. How to build a proposal in an online world
  8. How to run effective remote team meetings

Included for all workshop attendees:
Online Selling for Sustainable Growth

Note that all training sessions can be delivered across APAC, LATAM, EMEA and North America, and in 6 different languages (English, Spanish, Portuguese, Mandarin, French and Flemish/Dutch) supported by our regional offices.

Price: $25,000 (up to 24 participants)

As workplaces become increasingly remote, optimizing your remote sales skills and strategies is necessary to gain an advantage over the competition. Winning by Design uses the power of science to improve your remote sales process and increase your revenue. We help your business improve its existing sales methodology, so your workplace can work smarter, not harder.

We tailor our workshops to both executives and those on your sales and customer success teams. We create material for executives, so you can get your management on board and leading the rest of your team when it comes to new remote sales strategies. We also build remote sales skills training for your sales and customer success representatives to give your whole team a clear picture of how their initiatives and successes impact each other.

The Winning by Design Remote Selling Playbook

We custom design our unique Sales Playbook in a three- to four-week turnaround to elevate your entire team’s remote selling potential with an easy-to-follow visual framework and scientifically proven selling suggestion. Our visual blueprints allow you to plan out each pivotal moment in your selling process, all the way from targeting potential customers to closing deals. Each of our playbooks features turn-by-turn directions for each sales stage, visual blueprints, actionable persona cards, and sales-ready messaging. Our playbooks contain:

  • Relevant sales stages
  • Identification of clear entry and exit criteria for each stage
  • Content for skill-building throughout the selling process
  • Turn-by-burn directions to walk your reps through every step of the selling process
  • Customized blueprints for each phase
  • Thorough recommendations on how to implement the playbook

Even a 10% improvement in the preceding steps can yield twice the results. We provide more than quick fixes — we give your business the organizational process and structure necessary to exceed expectations through achievable, sustained growth.

How to Excel at Remote Selling

More and more companies are starting to use remote selling to their advantage. Remote selling helps your business reach a larger audience, in a much shorter time period. The framework that we use to help companies have impactful connections with their customers while remote selling is called SPICED:

  • Situation: Identify the context and situation relevant to your potential customer’s purchasing decision.
  • Pain: Target the specific pain points and business problems that have brought your customer to seek out your software as a service (SaaS) solutions.
  • Impact: Present how your business can make a quantifiable impact on your customer’s business, and show them how others similar to them have achieved that impact already.
  • Critical event: Understand the events that are motivating the customer to make a purchase by a certain date.
  • Decision criteria: Identify any unique or special considerations you must make to validate your customer’s purchase.

Learn how to be successful in remote sales

Access our remote sales training YouTube playlists with video demonstrations, step-by-step guides, and more on remote selling skills, techniques, and strategy.

Set up your remote work environment

Learn how to prepare your home or remote office for business with this playlist. Once you learn to embrace this new style of working, you may never go back!

How to set up your lighting

Setting expectations with participants

3 common remote work mistakes to avoid

How to set up your lighting

Before starting your meeting, ensure that your workplace has excellent lighting for your camera. While on a video call, your screen should be away from direct sunlight to avoid overexposure or glare. Instead, you can improve your lighting quality by placing a small lamp in front of you. The best angle for creating the appropriate lighting and shade on your face is a 45-degree angle above your head. If you’re video calling frequently, investing in a high quality photography lighting setup may be worthwhile.

Setting expectations with participants

While video calls are an excellent way to increase participation in the workplace, it’s important to set expectations with your participants beforehand to ensure a productive meeting. Include details about audio and video requirements and other information on the invite. Preparing your team ahead of time keeps everyone from being caught off-guard by a meeting where you expect them to turn their cameras on.

Always make sure your camera is on and you’re setting a good example as the meeting leader; this will encourage others to do the same.

When working in a mixed team where some members join from your business’s office and some are virtual, encourage all participants to turn their video cameras on. This measure equalizes everyone in the room and prevents a hierarchy between those in the meeting room and those who are remote. By using just one audio output, you can avoid or minimize echo and feedback loops.

3 common remote work mistakes to avoid

To keep distractions to a minimum and create a more productive environment, be sure to avoid the following three common mistakes:

  1. Lighting: Too much backlight can distort your profile and make it difficult for those in the meeting to see you.
  2. Camera location: Make sure that your camera is far enough away from you and that you have about one fist-worth of space between the top of your head and the top of the frame.
  3. Action: Try to minimize background actions whenever you’re in a meeting. Some background or ambient noise may be appropriate in more casual settings, but others call for a more quiet and professional environment.

Leverage online tools

You know how easy it is to tune out of a boring webinar? We want to make sure your remote meetings don’t feel like that! This playlist shows you how to facilitate online meetings, be more engaging, use a whiteboard effectively, and more.

Using screenshare, chats, and polls

Using the whiteboard

Slack & Zoom best practices

Using screen-share, chats, and polls

By using elements such as screen-share, chats, and polls, you can increase the amount of interaction in your meeting and keep everybody focused on your agenda.

There are a few simple rules to follow when screen sharing. When taking notes in a meeting, try taking notes in a document that you share on the screen for the whole team to see. Any other content needed? Have that open and ready in other tabs in your browser. Tab-based selling is an excellent way to show your team how professional and well-researched your pitch is right from the beginning of your presentation. Before sharing your screen, make sure that you have the materials you need to present ready to go.

If you want to make your meeting go as smoothly as possible, it’s essential to speed-test your technology before you begin presenting. You can test the speed of your internet using tools such as fast.com. If you’re concerned that your internet speed may be too slow during a meeting, consider bringing on a co-host who can help you run the meeting if your technology goes down.

Using the whiteboard

All you need to create videos and get your idea across clearly during meetings is a large whiteboard. We recommend starting with a 4-foot-by-6-foot whiteboard to give yourself enough room to work with and let your audience see your ideas. When writing, it’s okay to leave a bit of silence and let your audience take in the concepts you’re presenting.

The first rule of using a whiteboard to present is writing in large and clear letters. Cursive is difficult to understand on a screen, and big block letters are ideal for creating penmanship that everyone in the room can read. Visual learning is great for everyone, and even small doodles can add tremendous value to your presentation. Don’t be afraid to share your drawing skills, no matter how grand or limited they may be.

As for presentation or video length, clear and concise videos always reign supreme. It’s essential to clearly state the purpose of your video from the beginning and keep your work tightly focused on what your audience needs to know.

Slack & Zoom best practices

Before a Zoom meeting begins, it’s important to establish and state the rules of engagement that you want to use during your presentation. Zoom’s software allows participants to perform actions like raising a hand and asking questions in the chat. You can increase the interactivity of your session through features like polls and break-out rooms.

One way to encourage audience participation before, during and after a meeting is by opening a Slack channel. In Slack channels, you can keep track of meeting notes and start subthreads based on the questions asked during the session.

Host remote meetings

In-person and remote meetings are two different animals, and unfortunately, your real-life skills may not translate to the digital world. With this playlist, you’ll learn the art of hosting successful online meetings.

Structure a perfect remote meeting

Setting remote meeting expectations

How to politely interrupt

Structure a perfect remote meeting

The way you start your remote meeting sets the tone for the entire ordeal. As soon as people start joining your meeting, build the energy in the room and encourage discussion. To start your session off right and transition smoothly into business, consider using our ACE framework:

  • Appreciate: Start your meeting off the right way by telling your team how much you appreciate them taking time out of their schedule.
  • Check the time: It’s essential to your participants that you respect their schedules and keep to a tight meeting agenda.
  • End goal: Demonstrate and set an example for your focus by clearly stating the meeting’s end goal to your team.

Always end your session with an in-depth summary of what you covered in the meeting and what steps your team needs to take after signing off.

Setting remote meeting expectations

Typically, being able to see everyone else on the call allows for a deeper connection. Simulate face-to-face conversation and in-person conferences by asking participants to turn on their cameras. Some team members may decline due to technology challenges, illness, or other reasons. When this happens, accept their answer without pushing for explanations or distracting from the meeting’s agenda. Instead, set the expectation for future video calls and move on.

How to politely interrupt

Time management is single-handedly the most challenging part of running meetings. Before you begin a meeting, you should know how much time each item on your agenda will take. Sometimes, even productive conversation can take up too much time.

If you start to hit your time limits on agenda topics due to unplanned or extended conversations, use the “mirroring” technique. In this strategy, you take a recent concept that someone else brought up and lead it back to the topic at hand. This technique shows you’re invested in your participant’s discussion and makes it clear you’re trying to redirect the meeting without detracting from others’ ideas.

How to coach your remote team

The most effective managers have this in common: they’re not just managers, they’re coaches. And coaching means teaching new skills, instilling a positive coaching culture, and helping people take ownership of their own development. Learn how to become the coach of a high-performing team of remote sellers.

How to run remote meetings

Remote role play coaching

High impact coaching

How to run remote meetings

A few key points to keep in mind as you are running remote meetings for your team:

  • Keep meetings based on skill-building separate from meetings based on forecasting and business pipelines
  • Plan out your week with time blocks. For instance, set your team meetings at the beginning of the week to help the team focus, with client meetings scheduled on certain days/times of the week.
  • Try to keep coaching meetings between 15 and 30 minutes in order to keep points focused and reduce fatigue. Choose wisely based on the topic if each coaching meeting should be a peer-to-peer format or a team format.
  • The Hawthorne Principle states that by simply telling participants they will be measured on something, their behavior will automatically improve. This strategy is an excellent way to get your participants more engaged in a meeting and naturally improve their information retention.

Remote role play coaching

Remote role plays are a great place to practice sales skills with your team, but they can be difficult to get the ball rolling. Before starting a role play, it’s crucial to create a clear goal for the skills you’re working on so that your participants feel like they’re working toward a goal. Role playing also helps your team build closer team relationships while building their skill sets.

High-impact coaching

Your team should focus on high-impact coaching about once a week for an hour; consistency is key! During high-impact coaching sessions, your team can use call recordings to anticipate realistic, complicated, and real-time customer needs.

Get started!

Get in touch to discuss bringing Winning by Design’s Remote Sales programs to your sales and management teams today.

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