Before we get started, can you tell us a little more about your role?
1 out of 5
Great! Can you tell us about your job level within the organization?
2 out of 5
SKILL 1: LIVE MEETINGS
Digital selling means orchestrating a deal remotely. For every virtual meeting, there’s a frontstage and a backstage.
Frontstage: You’re meeting with a prospect.
Backstage: You’re prepping for the meeting or following up afterward.
Top performing sellers are masters at both.
Rate your frontstage skills (or your team's).
The majority of our sales team sets a well-defined agenda for all prospect meetings.
The majority of our sales team is always aware of the time and makes sure to progress through the items outlined in the agenda.
The majority of our sales team can quickly read a prospect’s body language and office environment during a meeting to build rapport.
The majority of our sales team projects a highly professional impression by having the right lighting, background, attire, and attitude during meetings.
The majority of our sales team consciously tries to maintain eye contact with prospects by looking directly into the camera.
The majority of our sales team includes highly interactive content to make meetings more engaging, such as whiteboards, live polls, and other multimedia content.
3 out of 5
SKILL 2: NURTURING PROSPECTS
Backstage selling is all the things you do to prepare for a prospect meeting or follow up afterward to nurture prospects.
Think of sending texts, emails, videos, voice mails, or setting up a digital deal room.
Rate your backstage skills (or your team's).
The majority of our sales team sets well-defined expectations with prospects on where they are in the buying process by sharing timelines, completed actions, and next steps via email, text, or a digital sales room.
The majority of our sales team stays top of mind with buyers in-between live meetings by regularly sharing content related to prospect challenges such as articles, research, or product content.
The majority of our sales team uses technology that allows them to generate personalized video messages to send quick answers to questions or check in with prospects in-between meetings.
The majority of our sales team uses technology that allows them to centralize the exchange of content and information with buyers – such as a digital microsite or sales room.
4 out of 5
SKILL 3: COLLABORATION
Digital selling is team selling—tapping into internal experts, executives, and other sellers to help close the deal.
How well can you collaborate with the right people?
Rate your collaboration skills (or your team's).
Our sales team uses technology that allows them to quickly get answers to prospect questions about our product or service offerings.
Our sales team can quickly tap into the expertise across our organization to find answers to prospect questions – via sales engineers, solution architects, product marketers, or other subject matter experts.
Our sales team handles prospect questions themselves, without tapping into other experts in the company.
Our sales team always replies to prospect questions within the same business day.
5 out of 5
