Become experts at remote sales
Use remote selling’s best practices to drive sustainable growth across your organization
Use remote selling’s best practices to drive sustainable growth across your organization
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.
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:
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.
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:
Access our remote sales training YouTube playlists with video demonstrations, step-by-step guides, and more on remote selling skills, techniques, and strategy.
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!
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.
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.
To keep distractions to a minimum and create a more productive environment, be sure to avoid the following three common mistakes:
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.
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.
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.
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.
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.
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:
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.
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.
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.
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.
A few key points to keep in mind as you are running remote meetings for your team:
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.
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.