Before the pandemic, face-to-face events and meetings were a very important interaction point for sellers. Now, with the effect of the pandemic, we started to move every interaction to online platforms. Therefore, the importance of online meeting platforms and the meetings held here have increased greatly in our lives. A survey conducted by RAIN Group in June 2020 shows that buyers find some points of the online sales processes more challenging than offline flows.
RAIN Group found that buyers faced a large group of issues when being served. Most of the respondents (89%) referred to “experiencing technology problems” as a main virtual selling mistake.
Jillian Ryan, eMarketer principal analyst at Insider Intelligence says: “Sellers have a more unique challenge during this time than their marketing counterparts, as engaging in conversations with buyers depends not just on best practices of stakeholder and company research, but also connecting with the individual person. And during this pandemic, every person is experiencing their own unique struggle”.
According to this research, almost 8 out of 10 vendors attended sales meetings with poor visual presentations. In addition, the problems that occurred were foreseeable but were not interfered. The presentations that were impromptu and disorderly had made a negative effect on the professional impact of the company.
Another mistake made on virtual selling is allowing distractions such as notifications and other external disturbances, with a percentage of 77%.
These responses indicate that buyers notice the quality of an organization and the level of expertise in virtual platforms of the companies that must adapt to this new normal as remote work continues amid the pandemic.
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