The virtual sales handbook: a hands-on approach to engaging customers
Saved in:
| Main Authors: | , |
|---|---|
| Format: | Electronic eBook |
| Language: | English |
| Published: |
Chichester, West Sussex
Wiley
2021
|
| Subjects: | |
| Online Access: | FHD01 |
| Physical Description: | 1 Online-Ressource (xix, 202 Seiten) |
| ISBN: | 9781119775898 |
Staff View
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| 505 | 8 | |a Cover -- Title Page -- Copyright Page -- Contents -- Preface -- Introduction -- But I already had virtual meetings before Covid-19-what is new? -- Are you saying that the future of sales is fully virtual? -- How comfortable are you in virtual sales meetings? -- Tap into our expertise -- Chapter 1 Navigating the World of Virtual Sales -- A world of change -- Do the benefits of virtual selling outweigh the hassle? -- Benefits for you -- Benefits for your customers -- Benefits for your company -- Benefits for the planet -- Give me the hard facts please! -- Overcoming the barriers | |
| 505 | 8 | |a Chapter 2 Overcoming the Barriers to Virtual Customer Interaction -- The elephant in the virtual meeting room -- Physical barriers -- Social barriers -- Cultural barriers -- Technological barriers -- How to overcome these barriers to virtual success -- How to overcome physical barriers -- How to overcome social barriers -- How to overcome cultural barriers -- How to overcome technological barriers -- Enhance interactions using the virtual world -- Chapter 3 The Hybrid Sales Model -- Virtual sales: An opportunity for improvement -- Multiple decision makers -- Bringing in your busy expert | |
| 505 | 8 | |a How does your role change in a hybrid model? -- A sales meeting is not just a sales meeting -- Exploring the different virtual interactions in the sales process -- Inspiration meetings -- RFP (request for proposal) meeting -- Demo meeting -- Negotiation meeting -- Exploring different virtual interactions with your existing customers -- Business development meeting -- Joint optimisation meeting -- Value capture meeting -- Preparing for your virtual meeting -- Chapter 4 Preparing for an Effective Virtual Sales Meeting -- Why is preparation important for a virtual meeting? | |
| 505 | 8 | |a The static nature of virtual meetings -- The complexity of virtual meetings -- Disengagement in virtual meetings -- The paradox of preparation and improvisation -- The building blocks of virtual meeting preparation -- Defining the objective -- Preparing an agenda -- Activating the audience before the meeting -- A monologue is not a meeting -- Chapter 5 Building Engaging Virtual Sales Meeting Storylines and Presentations -- Creating impact: The key to a successful meeting -- What are the main challenges to creating impact in a virtual sales meeting? -- Body language -- Attention | |
| 505 | 8 | |a PowerPoint is the default -- Memory -- Connect to the participants -- The power of storytelling -- Catch attention -- How to build a strong catch -- Tips and tricks to create a good catch -- Content and conversations -- One big idea -- Use visuals -- Content and conversation -- Create understanding -- Call to action -- Chapter 6 Effective Virtual Customer Engagement -- Why is it important to engage your customers virtually? -- Why is engagement so difficult in a virtual setting? -- Accountability is key -- Engagement by design -- Building energy for effective openers -- Staging for engagement | |
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| author | Kvedare, Mante Milner Nymand, Christian |
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| contents | Cover -- Title Page -- Copyright Page -- Contents -- Preface -- Introduction -- But I already had virtual meetings before Covid-19-what is new? -- Are you saying that the future of sales is fully virtual? -- How comfortable are you in virtual sales meetings? -- Tap into our expertise -- Chapter 1 Navigating the World of Virtual Sales -- A world of change -- Do the benefits of virtual selling outweigh the hassle? -- Benefits for you -- Benefits for your customers -- Benefits for your company -- Benefits for the planet -- Give me the hard facts please! -- Overcoming the barriers Chapter 2 Overcoming the Barriers to Virtual Customer Interaction -- The elephant in the virtual meeting room -- Physical barriers -- Social barriers -- Cultural barriers -- Technological barriers -- How to overcome these barriers to virtual success -- How to overcome physical barriers -- How to overcome social barriers -- How to overcome cultural barriers -- How to overcome technological barriers -- Enhance interactions using the virtual world -- Chapter 3 The Hybrid Sales Model -- Virtual sales: An opportunity for improvement -- Multiple decision makers -- Bringing in your busy expert How does your role change in a hybrid model? -- A sales meeting is not just a sales meeting -- Exploring the different virtual interactions in the sales process -- Inspiration meetings -- RFP (request for proposal) meeting -- Demo meeting -- Negotiation meeting -- Exploring different virtual interactions with your existing customers -- Business development meeting -- Joint optimisation meeting -- Value capture meeting -- Preparing for your virtual meeting -- Chapter 4 Preparing for an Effective Virtual Sales Meeting -- Why is preparation important for a virtual meeting? The static nature of virtual meetings -- The complexity of virtual meetings -- Disengagement in virtual meetings -- The paradox of preparation and improvisation -- The building blocks of virtual meeting preparation -- Defining the objective -- Preparing an agenda -- Activating the audience before the meeting -- A monologue is not a meeting -- Chapter 5 Building Engaging Virtual Sales Meeting Storylines and Presentations -- Creating impact: The key to a successful meeting -- What are the main challenges to creating impact in a virtual sales meeting? -- Body language -- Attention PowerPoint is the default -- Memory -- Connect to the participants -- The power of storytelling -- Catch attention -- How to build a strong catch -- Tips and tricks to create a good catch -- Content and conversations -- One big idea -- Use visuals -- Content and conversation -- Create understanding -- Call to action -- Chapter 6 Effective Virtual Customer Engagement -- Why is it important to engage your customers virtually? -- Why is engagement so difficult in a virtual setting? -- Accountability is key -- Engagement by design -- Building energy for effective openers -- Staging for engagement |
| ctrlnum | (OCoLC)1258967227 (DE-599)BVBBV047349957 |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| institution | BVB |
| isbn | 9781119775898 |
| language | English |
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| spelling | Kvedare, Mante Verfasser aut The virtual sales handbook a hands-on approach to engaging customers Mante Kvedare, Christian Milner Nymand Chichester, West Sussex Wiley 2021 1 Online-Ressource (xix, 202 Seiten) txt rdacontent c rdamedia cr rdacarrier Cover -- Title Page -- Copyright Page -- Contents -- Preface -- Introduction -- But I already had virtual meetings before Covid-19-what is new? -- Are you saying that the future of sales is fully virtual? -- How comfortable are you in virtual sales meetings? -- Tap into our expertise -- Chapter 1 Navigating the World of Virtual Sales -- A world of change -- Do the benefits of virtual selling outweigh the hassle? -- Benefits for you -- Benefits for your customers -- Benefits for your company -- Benefits for the planet -- Give me the hard facts please! -- Overcoming the barriers Chapter 2 Overcoming the Barriers to Virtual Customer Interaction -- The elephant in the virtual meeting room -- Physical barriers -- Social barriers -- Cultural barriers -- Technological barriers -- How to overcome these barriers to virtual success -- How to overcome physical barriers -- How to overcome social barriers -- How to overcome cultural barriers -- How to overcome technological barriers -- Enhance interactions using the virtual world -- Chapter 3 The Hybrid Sales Model -- Virtual sales: An opportunity for improvement -- Multiple decision makers -- Bringing in your busy expert How does your role change in a hybrid model? -- A sales meeting is not just a sales meeting -- Exploring the different virtual interactions in the sales process -- Inspiration meetings -- RFP (request for proposal) meeting -- Demo meeting -- Negotiation meeting -- Exploring different virtual interactions with your existing customers -- Business development meeting -- Joint optimisation meeting -- Value capture meeting -- Preparing for your virtual meeting -- Chapter 4 Preparing for an Effective Virtual Sales Meeting -- Why is preparation important for a virtual meeting? The static nature of virtual meetings -- The complexity of virtual meetings -- Disengagement in virtual meetings -- The paradox of preparation and improvisation -- The building blocks of virtual meeting preparation -- Defining the objective -- Preparing an agenda -- Activating the audience before the meeting -- A monologue is not a meeting -- Chapter 5 Building Engaging Virtual Sales Meeting Storylines and Presentations -- Creating impact: The key to a successful meeting -- What are the main challenges to creating impact in a virtual sales meeting? -- Body language -- Attention PowerPoint is the default -- Memory -- Connect to the participants -- The power of storytelling -- Catch attention -- How to build a strong catch -- Tips and tricks to create a good catch -- Content and conversations -- One big idea -- Use visuals -- Content and conversation -- Create understanding -- Call to action -- Chapter 6 Effective Virtual Customer Engagement -- Why is it important to engage your customers virtually? -- Why is engagement so difficult in a virtual setting? -- Accountability is key -- Engagement by design -- Building energy for effective openers -- Staging for engagement Online-Werbung (DE-588)7636951-1 gnd rswk-swf Online-Marketing (DE-588)7706419-7 gnd rswk-swf Online-Marketing (DE-588)7706419-7 s Online-Werbung (DE-588)7636951-1 s DE-604 Milner Nymand, Christian Verfasser (DE-588)1229977317 aut Erscheint auch als Online-Ausgabe, adobe pdf 978-1-119-77590-4 Erscheint auch als Druck-Ausgabe, hardback 978-1-119-77576-8 |
| spellingShingle | Kvedare, Mante Milner Nymand, Christian The virtual sales handbook a hands-on approach to engaging customers Cover -- Title Page -- Copyright Page -- Contents -- Preface -- Introduction -- But I already had virtual meetings before Covid-19-what is new? -- Are you saying that the future of sales is fully virtual? -- How comfortable are you in virtual sales meetings? -- Tap into our expertise -- Chapter 1 Navigating the World of Virtual Sales -- A world of change -- Do the benefits of virtual selling outweigh the hassle? -- Benefits for you -- Benefits for your customers -- Benefits for your company -- Benefits for the planet -- Give me the hard facts please! -- Overcoming the barriers Chapter 2 Overcoming the Barriers to Virtual Customer Interaction -- The elephant in the virtual meeting room -- Physical barriers -- Social barriers -- Cultural barriers -- Technological barriers -- How to overcome these barriers to virtual success -- How to overcome physical barriers -- How to overcome social barriers -- How to overcome cultural barriers -- How to overcome technological barriers -- Enhance interactions using the virtual world -- Chapter 3 The Hybrid Sales Model -- Virtual sales: An opportunity for improvement -- Multiple decision makers -- Bringing in your busy expert How does your role change in a hybrid model? -- A sales meeting is not just a sales meeting -- Exploring the different virtual interactions in the sales process -- Inspiration meetings -- RFP (request for proposal) meeting -- Demo meeting -- Negotiation meeting -- Exploring different virtual interactions with your existing customers -- Business development meeting -- Joint optimisation meeting -- Value capture meeting -- Preparing for your virtual meeting -- Chapter 4 Preparing for an Effective Virtual Sales Meeting -- Why is preparation important for a virtual meeting? The static nature of virtual meetings -- The complexity of virtual meetings -- Disengagement in virtual meetings -- The paradox of preparation and improvisation -- The building blocks of virtual meeting preparation -- Defining the objective -- Preparing an agenda -- Activating the audience before the meeting -- A monologue is not a meeting -- Chapter 5 Building Engaging Virtual Sales Meeting Storylines and Presentations -- Creating impact: The key to a successful meeting -- What are the main challenges to creating impact in a virtual sales meeting? -- Body language -- Attention PowerPoint is the default -- Memory -- Connect to the participants -- The power of storytelling -- Catch attention -- How to build a strong catch -- Tips and tricks to create a good catch -- Content and conversations -- One big idea -- Use visuals -- Content and conversation -- Create understanding -- Call to action -- Chapter 6 Effective Virtual Customer Engagement -- Why is it important to engage your customers virtually? -- Why is engagement so difficult in a virtual setting? -- Accountability is key -- Engagement by design -- Building energy for effective openers -- Staging for engagement Online-Werbung (DE-588)7636951-1 gnd Online-Marketing (DE-588)7706419-7 gnd |
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| title | The virtual sales handbook a hands-on approach to engaging customers |
| title_auth | The virtual sales handbook a hands-on approach to engaging customers |
| title_exact_search | The virtual sales handbook a hands-on approach to engaging customers |
| title_exact_search_txtP | The virtual sales handbook a hands-on approach to engaging customers |
| title_full | The virtual sales handbook a hands-on approach to engaging customers Mante Kvedare, Christian Milner Nymand |
| title_fullStr | The virtual sales handbook a hands-on approach to engaging customers Mante Kvedare, Christian Milner Nymand |
| title_full_unstemmed | The virtual sales handbook a hands-on approach to engaging customers Mante Kvedare, Christian Milner Nymand |
| title_short | The virtual sales handbook |
| title_sort | the virtual sales handbook a hands on approach to engaging customers |
| title_sub | a hands-on approach to engaging customers |
| topic | Online-Werbung (DE-588)7636951-1 gnd Online-Marketing (DE-588)7706419-7 gnd |
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